Red Flags for a Connectionstring(26) "Red Flags for a Connection"

September 15, 2025
Business Networking, Connections 5

In this follow-up to my previous blog about my process for connecting people, I share what I consider to be red flags in terms of making a connection between two people. The biggest one is having no history or relationship with the person asking for an introduction to someone I know. Watch this video to learn about my red flags.

 

 

My recommendation is to remember to protect your reputation and only refer people that you have vetted. Trust takes years to build and seconds to lose.

Do you have some red flags that you look for when you are asked to make an introduction to somebody? I would like to know. Thanks for sharing in the comments.

Selling Goals vs. Life Goalsstring(28) "Selling Goals vs. Life Goals"

June 16, 2025
Author, Blogs, BNI, Business Networking, Visibility, Word of Mouth 17

I know some of you may be thinking, “Another discussion about goal setting? How boring!” Well, boredom comes from repetition, and without repetition, masterful achievement is not possible. Reading more, practicing more, and understanding more about goals can help bring this part of selling into a normal daily routine where it motivates and guides those who are masters in the field of sales.

Our lives are directed and pulled by conscious and subconscious desires, which when aggregated become our future vision. This vision (whether to lose 25 pounds and be athletic or to consistently earn $10,000 commissions and be wealthy) is directed by our destination goals, but the more finite process goals help us get there. Treat each daily detail as an important process goal to achieve, and indeed these small ones will accumulate so that ultimately our larger vision becomes our reality. It is easy to derail our dreams by self-doubt, other people, and external events, so the only way to keep the vision alive is to transform it into tangible, goal-directed behavior.

Most goal-implementation plans require getting other people enrolled in our personal program. This is where person-to-person selling comes into the picture. In this instance, selling means convincing other people to give us something they have in return for something we possess. In a traditional view of selling, the buyer exchanges their money for our product. But in the real world, every person sells continually–whether ourselves on a first date, or our beliefs, or our knowledge. If we sell successfully, we might achieve a goal of having an enjoyable evening date, some public recognition, or personal satisfaction as a return from our effort.

Setting the right environment to complete a sales transaction might include bringing flowers on the first date or artfully crafting a storefront window to allow those walking by a glimpse of the buying opportunities to be found inside the shop. The sales trainer might say, “Your goal is to create an environment (a stage) that causes your customer to feel like a VIP taking delivery of their Rolls Royce.” The sales process is a very social activity, one that creatively mixes the buyer’s goal of owning a solution with the seller’s complex goal of meeting company targets, earning an income, and personally helping the customer. Learning this craft of goal satisfaction is never ending and forever challenges the master seller.

While I was working on the book Masters of Sales, a woman named Joan Fletcher wrote me and told me a noteworthy story about a very successful young salesman. Despite his sales awards, his corner office, and charismatic charm, he still felt he was just scraping the surface of success . . .

Even though dutifully creating written goals, his level of self-satisfaction was low; until he realized that the big picture was not just about how much money he earned, or the big house, or the number of sales he hoped to close. The big picture was his vision about what he truly wanted to achieve in all combined areas of his life. Once he discovered this realization, his renewed selling accomplishments became directly tied to setting aside money for his daughter’s education fund, to have time to help coach his son’s soccer league, and to work in his yard. Even with more personal goals than before, his sales results climbed higher.

The thing to remember is this: Work goals, selling goals, and life goals are all intertwined and each one will always influence the others. Now the question becomes: what do YOU truly want to achieve in all combined areas of your life? And what are some ways you might make a conscious effort to streamline your work, selling, and life goals in order more effectively work toward your future vision?  I would love to hear your thoughts so please share any feedback you have in the comment forum below.

The Power of Proactive Referrals in Networkingstring(46) "The Power of Proactive Referrals in Networking"

March 27, 2025
Business Networking 8

When it comes to business networking, the concept of referrals is often discussed. However, not all referrals are created equal. Most business people are familiar with what we call reactive referrals. These occur naturally during everyday conversations, whether with family, friends, or business associates. You hear someone mention a need, and you think, “Hey, I know someone who can help!” This is word-of-mouth marketing in action, where you react to a situation by connecting someone you know with someone who needs their services.

 

But what about proactive referrals? They are a different thing altogether. Instead of waiting for a need to arise, proactive referrals involve actively creating opportunities from scratch. You reach out to your contacts and ask whether they would be interested in having a conversation with one of your referral partners.

Here are some key factors to be successful with proactive referrals:

  1. Trust and Confidence: The cornerstone of proactive referrals is having incredible trust and confidence in the people you work with. You need to know your network well and believe in their capabilities. This trust allows you to approach your contacts and suggest potential collaborations, even if there is no immediate need.
  2. Relationship Building: Proactive referrals require strong relationships. You can’t just introduce random people; these introductions need to be between individuals you trust and have built a rapport with. Your reputation is on the line, so it’s crucial to ensure that both parties are reliable and professional.
  3. Facilitation: When setting up a proactive referral, it is more than just making an introduction. You should facilitate the initial conversation, perhaps by arranging a lunch meeting. This way, you can edify both parties, highlighting their strengths and creating a positive environment for the relationship to flourish.
  4. The Referral Triangle: Think of proactive referrals as forming a triangle—there’s you, the prospect, and your networking partner. By bringing these three points together, you create a powerful dynamic where each party benefits. This approach not only helps the individuals involved but also strengthens your own network.
  5. Advanced Networking: Proactive referrals are a form of advanced networking. While some people may think they don’t have time for this, the reality is that investing time in building these connections pays off. When you help others, they are more likely to help you in return, making your efforts to grow your own business more efficient.
  6. Give by Example: Leading by example is essential in networking. When you go out of your way to set up beneficial meetings for others, they will be more inclined to do the same for you. This reciprocal approach fosters a culture of giving and receiving within your network. This is the principle of Givers Gain® in action.
  7. Open-Mindedness: Don’t judge potential referral partners by their profession alone. You never know who they might know. A roofer might have a brother who is a chiropractor, or they have a neighbor who needs your services. Keep an open mind and build relationships without preconceived notions.

Proactive referrals are about taking the initiative to create opportunities to give referrals to your networking partners rather than waiting for them to come to you. By building trust, facilitating introductions, and maintaining an open mind, you can significantly enhance your networking efforts and create a robust, supportive network that benefits everyone involved. Remember, in the world of business networking, it’s not just about who you know, it is about how well you know each other.

 

 

 

 

 

Related Posts:

The Official BNI Podcast
with Dr. Ivan Misner

READ MORE

Strong trusted Network

Building a Strong Trusted Network

The best way to grow your business…

READ MORE

International Networking Week 2025string(34) "International Networking Week 2025"

February 3, 2025
Business Networking 1

In 2007, I helped BNI® launch an initiative called International Networking Week® which is held during the first week of February every year.

International Networking Week is a way to help business leaders around the world connect with each other and build their networking skills together. The goal is to recognize the power of networking and celebrate its key role in the development and success of businesses across the globe.

It is about creating awareness relating to the process of networking. Not just any kind of networking, but what I call “relationship networking,” an approach to doing business based on building long-term, successful, and mutually beneficial relationships with people through the networking process.

2025 marks the 18th year of this annual event. This year’s theme is Beyond, inspiring all professionals to forge new connections across regions, cultures, and countries, creating opportunities for growth and collaboration. 

You Can Be Part of International Networking Week

Everyone is invited to take part in local and global events happening this week, February 2 – 8, 2025. If you are new to networking and want to visit a BNI chapter, you can do so in-person or online. Go to www.BNI.com and click on the Get Invited button to locate a meeting that fits your schedule.

I invite you to join the Global 1-2-1 Challenge. Have a One-to-One meeting with someone from another country, city, or industry; or reconnect with a former colleague or customer.

Share your stories about how networking has impacted your business and your life using #InternationalNetworkingWeek and #BNIBeyond.

I believe that networking is not only a great way to get business, it is a great way to DO business. International Networking Week celebrates relationship networking which is about creating long-term relationships to build your business.  www.InternationalNetworkingWeek.com

How to Get Others to Refer Business to Youstring(42) "How to Get Others to Refer Business to You"

December 19, 2024
Business Event, Business Networking, Business Relationship 3

Throughout my years of business networking experiences, I have met countless people who believe that joining groups and organizations and becoming active by volunteering, by taking on responsibilities, and working side-by-side with others on a common goal will cause people to get to know them and refer business to them. However, that is not how it works.

I understand that it is easy to think if you rub elbows with someone long enough they will spontaneously start sending you business opportunities. That is nothing more than an entitlement mentality.

Getting business referrals involves three things: visibility, credibility and profitability. I call this the VCP Process®. Ordinary participation in an organization, including a strong-contact referral group like BNI®, will get you visibility and perhaps some credibility; yet it won’t automatically get you to profitability. That takes a much more focused approach, along with many conversations about the specific types of referrals you want.

By nature, referral relationships are rewarding and valuable when they are created purposefully and with the intention of helping others. If you are assuming that the idea of giving you referrals is going to spontaneously pop into someone’s head because you hang around them long enough, you are misunderstanding what a referral relationship is supposed to be.

The movie actor and director Woody Allen once said that “80 percent of success is just showing up,” but he wasn’t talking about referral marketing. “Just showing up” will get you a seat at the table; it doesn’t mean you will receive anything simply because you are sitting there. It is not “net-sit” or “net-eat“ – it’s network!” If you want to build your business through referrals, you have to learn how to deliberately work the networks to which you belong.

Participating in a group is one thing; performing is another. To get referrals, you have to be active, you have to perform networking activities. If you don’t perform by sharing the specifics about your business, your specialties and how you help customers, and who is your ideal referral – how are your networking partners going to know what you do and what you need? You need to take specific actions to let people know how they can refer business to you. And remember, you also need to actively refer business to the members in your group.

I offer these suggestions if you want more results from your network:

  1. Create an introduction that changes each week and is focused on one specific element of your business. Reminder: You are educating your fellow members on how to find referrals for you, not trying to make a sale at each meeting.
  2. Schedule one-to-one meetings with a different member from the group each week to build deeper connections and learn more about your fellow networkers (in turn, they will learn more about you).
  3. Take a leadership role within the group. Whether you are greeting visitors and members as they arrive, or helping with the membership committee, you will be more visible and build your credibility while helping the group.
  4. Bring and give referrals for other members based on what you have learned about their business. If you want to get business, you have to be willing to give business.
  5. Immerse in education about referral marketing and business networking. Read books, blogs, articles, listen to podcasts and watch videos to learn how to engage in the networking process more effectively.

After implementing these five suggestions and getting more results from their networking activities, someone said to me, “Woody Allen only got it partially right . . . 80% of success BEGINS with showing up.”  I agree.

I believe you actually have to do something when you show up in order to really obtain success, no matter what it is you are aiming for in life. The list above is a good start for any networking action plan.

You need to actively feed and water your referral relationships, so to speak, in order to significantly grow your business through referrals.

What specific actions can you take this week to let people know how to refer business to you?  I would love to hear your ideas.

 

 

 

 

Related Post:

The Law of Reciprocity in Business Networking

The term reciprocity is at the center of relationship networking,…

READ MORE

/How-to-Train-Referral-Sources-to-Generate-Referrals-for-You

How to Train Referral Sources to Generate Referrals for You

In the world of business, it is hard to overstate the power of referrals…

READ MORE

What Is Your Purpose? What Is Your Intent?

What Is Your Purpose? What Is Your Intent?string(42) "What Is Your Purpose? What Is Your Intent?"

December 16, 2024
Brand Building, Building Relationships, Business, Business Event, Business Networking 1
What Is Your Purpose? What Is Your Intent?

All of the great teachers assert the importance of having intent and purpose in our lives. Benjamin Disraeli said, “The secret of success is constancy of purpose.” Before you go into a business networking scenario, be sure that you know your purpose. If your underlying purpose is to exploit the group, you will communicate differently, both verbally and nonverbally, than if you intend to give to the group. Of course, you expect an eventual return, however a good networker goes in with the immediate benefit for others uppermost in their mind.

We are, at most times in our lives, a dynamic mixture of intentions. We seek to do good for others, and at the same time we seek personal benefits in many different forms. When we attend networking events, our attention instinctively and constantly jumps from situation to situation, searching for opportunities that favor us. To fix your intention firmly on benefitting others, it is useful to organize your thoughts before you go to the event by formulating a clear, written statement of your main purpose – a type of mission statement. Focusing on your number-one priority helps you push your many other impulses into the background.

With your attention and intentions focused, you will be able to communicate clearly and unambiguously your willingness to help others solve problems and satisfy needs. You will be more self-confident, and be more open to the messages of others, and they will sense it and be attracted to you. Your message will foster trust and rapport with your networking partners, enabling you to establish and strengthen mutually beneficial relationships.

For the networker, the most authentic message of all is this: “I would like to be your friend, and for you to be my friend. I think we will both benefit from it. And I want to start this friendship by doing something to help you.” If you communicate this orientation toward others in all possible ways, with integrity, you will easily form valuable, rewarding, long-lasting networking relationships.

What have you personally found to be an effective way to relay your genuine networking intent/purpose?  Please share your feedback in the comment forum below.  Thank you!

We are All Standing in the Middle of Referralsstring(46) "We are All Standing in the Middle of Referrals"

October 7, 2024
BNI, Business Networking, Referrals 1

Referral opportunities are all around us, every single day. Are you paying attention? Watch this video to learn how to tune in and recognize them.

Standing in a Room Full of Referrals

In business networking, we may think, “How can I give referrals to my networking partners? I don’t know how to do it.” Some people feel that it’s not easy to find referrals for other people. Yet we know that if we want to get referrals, we must be willing to give referrals. A great place to start is by attending networking events with the mindset of ‘How can I contribute to others?’

Full disclosure: I used to be quite concerned about this myself. I was concerned about it regularly, until I realized that, each day, we are all standing in the middle of referrals. They are all around us; it’s just that we are not paying enough attention to what is happening to be able to identify them. Understanding how the Reticular Activating System works, and then utilizing it, can be a helpful tool to recognize the daily referral opportunities surrounding us.

The Language of Referrals

We can begin by listening for the language of referrals. When someone says to you:
“I can’t…”
“I need…”
“I want…”
“I don’t know…”
whatever they say next is most likely a referral for someone.

These phrases indicate that the person talking needs something, and whatever it is that they need could be a possible referral for you to give to one of your networking partners. When you train your Reticular Activating System to open its filter and recognize those phrases, you can increase the number of referrals that you give to your referral partners. Giving referrals is one of the best ways to start getting referrals.

We are all standing in the middle of referrals every day. Opening your mind for your Reticular Activating System to recognize all the referral opportunities in our daily lives can open a whole new world of doing business and helping others.

I would love to hear about your experience with tuning in to the language of referrals. Share your story in the comments below. Thanks!

 

 

 

Related Posts:

True or False – The More You Promote Yourself, the More Referrals You Get

Some people …

READ MORE

Standing in the Middle of Referrals

Referrals are all around us. Are you paying attention?…

READ MORE

Are you Saying Too Much?string(24) "Are you Saying Too Much?"

February 15, 2024
BNI, Business Networking 1

I see so many professionals who try to tell everything they do in 30 seconds or less when talking about their business with potential referral sources. It goes by so quickly that the listeners miss most of it; many of them tune out after the first few items on the list. They are giving out lots of information without explanation and saying it way too fast. It’s like they are trying to get others to drink from a firehose and expecting them to absorb all of it. When you say too much, they hear nothing.

I encourage you to focus on one thing at a time from your areas of expertise. Remember, you are not marketing to your referral partners. Rather, you are training them on who and what is a good referral for you and your business. Your networking team is there to keep an eye out for your potential clients. When you “target talk”, that is, you explain exactly what type of customer you are looking for, the result will be better and more qualified referrals.

Specific is Terrific with LCDs

If you can break the description about your business down to its smallest components – very specific aspects about each of your products and services – and then focus on just one aspect of your business during your networking presentations, it works much better than providing a long laundry list of things you do or using a vague and meaningless term like “full-service.”

I call these your LCDs – Lowest Common Denominators. By using the LCDs when talking about your business, you will find that you become much more effective in training your referral partners. They will learn more about each thing you do and be able to recognize when they are in front of someone who really does need your services.

For instance, a residential real estate professional might give different presentations about first-time home buyers, townhomes, single-family-homes, investment properties, downsizing for empty-nesters, buying a larger home for a growing family, and so forth.

This skill set is especially productive when you are meeting weekly with a strong contact network such as BNI®. The difference between trying to say it all each week and focusing on one aspect of your business each week is huge! The impact that this will have on your referral sources is significant. As you discuss each LCD, share an example with a client story, things you can show and tell that will cement this part of your business in your referral sources’ minds.

When it comes to telling people about what you do, the deeper you go into the specifics the greater your success will be. Specific really is terrific – talk about ONE product or ONE service that you offer, and the benefit that it provides to the customer.

One of the Best Presentations I’ve Ever Seen

Many years ago, I visited a BNI chapter meeting where I witnessed one of the best presentations I’ve ever heard at a weekly networking meeting. The member who gave it was a florist who focused on the details of a single rose. Watch the video to hear the story of what the florist did and said that made his presentation so successful. You will learn why specificity is key in talking about exactly what it is that you do.

If you struggle to come up with talking points about your business at your weekly networking meetings, watch this video for ideas. I offer a simple strategy for pre-planning your presentation topics for an entire year. You will never again have to “wing it” for your presentations because of uncertainty in how to describe what you do.

Remember, focus on ONE aspect of your business at networking meetings to give your referral partners a clear understanding of how you can help the people that they know. Avoid saying too much if you want to be heard and remembered.

I’d love to hear how LCDs and specific presentations have worked for you. Please share your thoughts in the comments below.  Thanks!

Want Business Referrals? Go Get Them!string(37) "Want Business Referrals? Go Get Them!"

February 12, 2024
Business Networking, Referrals

Through all my years in business networking, the best referral efforts and results that I’ve seen have happened by design. It is intentional; it does not happen by accident or wishful thinking. It seems that many businesspeople view referral marketing somewhat like the weather: “Sure, it’s important, but what can I do about it?”

Generating referrals through business networking efforts can be planned and nurtured.  Business owners, entrepreneurs, sales representatives, employees, and even individuals who serve in a volunteer capacity can get results with a well-structured system – a referral plan for their business.

Too often, I have seen professionals waiting for business to come and walk through their door. They think because they are good at what they do, people will come flocking to them. Well, the truth is – it doesn’t work that way! You must take charge and bring the business in to you, no matter what your occupation or how good you are at what you do.

Think about someone who dreams of opening their own store. They have a business plan, they find their ideal location, they spend their time, money, and energy getting everything set up and preparing for the opening day and they are so excited when that day arrives! The lights go on, the door is unlocked, the sign says OPEN and…. people are just walking by. The line of customers they imagined never materializes. And then they realize – they have to get out there and meet the people who are their potential clients, and meet the people who know the people who could be their customers.

So it is with referral marketing. You can’t simply wait for people to come to you. If you want to succeed, you have to go get your business, or better yet, have someone else get it for you through referrals. How do you do that?

Find a business networking group in your area and visit one of their meetings. Make connections with other professionals who may have clients that need your products or services. Begin building relationships with like-minded people who want to grow their business AND help others do the same.

The bottom line is – don’t wait around. Do something! Develop a business networking plan that puts you in contact with the right people. Make your plan and then take action.  

 

 

 

Related Blog Posts:

networking plan

Three Questions About Your Networking Plan

As a time-strapped businessperson…

READ MORE

Networking Is All About Referrals

Yes, it is true that networking IS all about referrals…

READ MORE

Art of building referral relationship

Building Referral Relationships: The Art of Patience and Persistencestring(68) "Building Referral Relationships: The Art of Patience and Persistence"

October 5, 2023
BNI, Business Networking, Networking 1

In the world of business, good referrals are akin to gold. They can open doors, create opportunities, and supercharge your professional network. However, the question that many professionals wonder is, “How long does it take to receive referrals from your network?” The answer is not as straightforward as you might think. Building referral relationships is a process that resembles the development of close personal friendships, and it takes time and effort. Let’s talk about the timeline for nurturing these valuable connections and I’ll share insights on how to expedite the process.

The Friendship Analogy

Strong referral relationships mirror the gradual progression of friendships. It is not about the quantity of contacts as much as it is the quality of the connections you establish. A 2018 study published in the Journal of Social and Personal Relationships shed light on the timeline of friendships. It revealed that it takes roughly 50 hours of interaction to transform an acquaintance into a “casual friend.” To become “real friends,” individuals require a total of 90 hours, and to reach the status of “close friends,” the threshold is approximately 200 hours. According to the study, “friendship status was examined as a function of hours together, shared activities, and everyday talk.”

Building Trust for Referrals

Now, let’s translate this into the realm of business referrals. To receive referrals from your network, you need to cultivate trust and rapport with your referral partners. It’s a process that cannot be rushed. So, if you’re impatiently looking for immediate referrals, you might need to rethink your strategy. In most cases, it takes between 90 and 200 hours of meaningful interaction to foster the trust necessary for regular referrals.

I know that 90 to 200 hours may sound like a lot, however that is almost an exact match with what I’ve seen in BNI. When BNI members hit the 90-hour mark of participation they almost always begin receiving more and more referrals. Based on an independent study published in 2012 for BNI, when those same individuals cross the 200-hour mark, they generate an average of over five times the number of referrals they did in their first year! Yes, you read that right: more than 500% more referrals when they have built strong relationships with their referral partners.

Steps to Accelerate Referral Success

Building a referral-based business is a deliberate process that involves nurturing meaningful relationships. To expedite this journey and start receiving referrals sooner, ask yourself the following four crucial questions:

  1. Am I Building Relationships?
    Are you actively engaging with your referral partners and investing time in getting to know them? Building trust is a two-way street, and your effort will be reciprocated.
  2. Am I Demonstrating Value?
    Regularly make stimulating, educational presentations to your network about the value you provide to your clients. This showcases your expertise and reinforces your credibility.
  3. Am I Giving Back?
    Engage in business transactions within your network, allowing you to give dynamic testimonials and direct business to others. This reciprocity is often rewarded with referrals in return.
  4. Am I Staying Informed?
    Maintain regular meetings with your networking colleagues to learn about, and stay current on, their businesses. This knowledge will enable you to confidently refer your contacts to them, strengthening the bond.

The Depth of Relationships

Building a referral-based business is all about building a powerful, personal network. If your network is a mile wide and an inch deep, you will never get the kind of referrals that will make a difference for your business. When you follow these simple tactics and focus on developing strong relationships that are built on trust and mutual support, you are on your way to getting referrals.

 The journey to receiving referrals from your network is not a sprint; it’s a marathon. The best way to speed up the process is to spend time in the process of developing relationships with the people you are networking with. By following the steps outlined, you can accelerate the timeline for receiving referrals. Remember, networking is about farming, not hunting. It’s about nurturing relationships and friendships with other professionals. So, be patient, be persistent, and in due time, your network will become a valuable source of referrals that can transform your business.

 

 

 

Related Blogs:

Networking is more about farming than it is about hunting

Over the years, I have observed that most business…

READ MORE

Business Networking is a Marathon, Not a Sprint

In the world of professional relationships and business…

READ MORE

Surrounding yourself with quality business professionals

Surround Yourself with Quality Business Professionalsstring(53) "Surround Yourself with Quality Business Professionals"

October 2, 2023
BNI, Business Networking 1

One of the biggest networking mistakes you can make is to dismiss someone too early, to assume that they have nothing to offer you because of their profession, their background, or some other reason, and you don’t pursue the relationship because of that assumption. Unfortunately, I’ve seen this happen a lot.

Well, the truth is you simply never know where your next great referral is going to come from. Which is why successful networkers make it a point to consistently connect with high-quality professionals from all fields, from any, and every, background.

Many times, I hear BNI members say, “I want to network with the CEO.” or “I want to network with the vice president.” Forget about trying to contact the VPs and high-level executives – they don’t want to hear another sales pitch.

You Don’t Know Who They Know

An important thing for all of us to remember about business networking is that any professional who is good at what he or she does will be well-connected to other highly successful businesspeople.

When I lived in southern California, I had a painting contractor whose services we used regularly. Through his work he came to know A-list Hollywood celebrities, among many other affluent people. He was one of the most connected people I knew at the time.

I have a favorite story, which I think illustrates this point perfectly. In this case, a multimillion-dollar referral (one of the biggest I had seen in BNI up to that point) was given by a dentist in Malaysia. She briefly shut down her practice to attend a networking conference in her area. There were opportunities for people to talk and exchange business, to make new friends and immerse themselves in an intense learning experience. She met one of the sponsors of the event, a BNI member from the United Kingdom, who was in the cargo transportation industry.

When she reopened her office a few days later, one of her clients asked her about the conference. This client was in a company that had a $1.5 billion USD shipping budget, and they were looking to streamline their operations, and he shared that he was ready to talk to other companies. The dentist said, “I have just the person for you.” She referred him to the conference sponsor she had recently met and the next day that sponsor in the UK got a phone call to set up an appointment with this gentleman, her client in Malaysia.

The result is that a dentist in a networking organization attended a networking conference, and participated in the conference, meeting new people and learning about their businesses. As a result, she was able to connect her client with someone she’d met at that conference–which led to the multimillion-dollar referral.

To me, it’s a classic example showing that it is really about the quality of business professionals that you’re networking with. They meet people who are decision makers. They get to know people who know people who are decision makers. And sometimes, they have them in the dental chair of their office. You don’t know who they know. And without investing your time to build business relationships with them, you won’t ever know.

The key element with effective networking groups is that it’s not just the businesses of your fellow members in the group. It is also about the people that those members know and are connected to. You just never know who you are going to meet and who your referral partners will have in their office, or whose home they are in, or who is sitting in the chair at their business.

You create opportunities for some great referrals when you surround yourself with quality business professionals. Do you have a story about a referral that came from an unusual source? I’d love to hear about it.

Successful Networking In Business

Successful Business Networkingstring(30) "Successful Business Networking"

September 18, 2023
BNI, Business Networking, Networking 2

Let’s talk about the word “networking”. It has become so overused that some business professionals can no longer define it. Many people think that networking is only about going to social mixers or after-work business events, where they shake a few hands, collect some new business cards, and, of course, give away some cards of their own. Sadly, they truly believe that’s all there is to networking. To be fair, we could say that they are engaging in social networking. However, that type of activity should never be confused with business networking.

As the Founder & Chief Visionary officer of BNI® I have seen the definition of business networking change and evolve over the past 38 years. This is my definition of networking:
“Networking is the process of developing and activating your relationships to increase your business, enhance your knowledge, and expand your sphere of influence or serve the community.”

Notice the key word is relationships.

Successful networking of any kind starts with the genuine desire to build relationships for the purpose of giving and receiving business. If someone is only networking to gain and not to give, they will never be successful.

Building Relationships should be one of the most important components of your business. And the best way to do that is by FARMING not by hunting. It is all about cultivating relationships – taking the time and giving the energy to help them grow and flourish. Think like a good farmer does: they know when to tend to their crops and when to harvest them. If you over pick or try to harvest too soon, you’ll be left with nothing. However, if you continue to care for and maintain your crops (and your business relationships), they will grow abundantly and provide bountiful results for you.

Business professionals who are the farming type of networkers go to networking events because of the opportunities to meet new people. They do not use those events as face-to-face cold calling opportunities. They understand the importance of meeting someone and then building a relationship with them. They go well beyond the ‘hunting’ style of meeting people, which is simply adding another name to their contact list.

Build Deep Relationships

I’ve said this for years: If your network is a mile wide and an inch deep, it is not powerful. To maximize your business relationships, you need to go beyond knowing someone’s name, their job, and where they work.  A deep network contains the contacts that you know much more about, and those who usually know much more about you. You want to find out about their family, their interests, their hobbies, their goals. That is how you build a strong, deep network.

Social capital is also an important component of building strong relationships. Social capital is like financial capital. In order to amass financial capital, you have to invest and grow your assets. You need to have money in the bank before you can make a withdrawal. Relationships are very much the same, particularly referral relationships. You must support and help others with their business before you can ask for their help.

Two Views of Business Networking

I have found that businesspeople tend to fall into one of two groups when it comes to their views about networking. For many people, the current mind-set is that networking is a passive business strategy, rather than a proactive marketing tool. This attitude results in a scattered and often ineffective networking approach that consequently wastes the businessperson’s time, and their money. It’s no surprise that when people feel they’ve been wasting their time and money on something, they are understandably not going to want to continue that activity.

On the other hand, some professionals do consider networking a proactive marketing tool for their business. How can you tell? They make it a significant part of their marketing and business plans. They have networking goals. They may even include a budget line item for networking. Most importantly, they practice it and live it every day. They realize that their networking team is there to keep an eye out for potential customers for them. When you “target talk”, that is, when you hone in on exactly what type of client you are looking for, the result will be better, more qualified referrals from your networking partners.

When you have a proactive mindset and attitude about networking, and you focus on building strong, mutually beneficial relationships with like-minded people, you will be well on your way to successful business networking.

 

 

 

Related posts:

Networking – the TRUE Definition

A recent Google search for “what is networking”…

READ MORE

Is Your Network a Mile Wide But an Inch Deep?

Is your personal network deep…

READ MORE

1 2