Our firm has joined an international networking program called Business Network International. Each locality has different Chapters. We are a part of Chapter 24- The Grand Central Chapter. The idea is interesting- the Chapter is comprised of only one professional from each field.
Each meeting every member stands up and gives a 60-second commercial about their business: What the business is, what sets them apart from the competition and who an ideal referral is. Then, in front of everyone each member has to get up again and announce a referral that they are giving or a testimonial for another member’s services. The purpose of the meeting is to exchange business. Many of the members are successful because of their membership in BNI. Our chapter meets every Wednesday morning from 7am-8:30am. The monthly fee is $100. Attendance is mandatory. It is basically forced networking, and because you pay a fee, you are more inclined to go and get the most out of the group.
BNI also requires that members meet one on one outside of the group meetings, and a training which explains how to get the most of your experience and also how to become a valuable resource to your chapter. Believe me, I am not someone who enjoys getting up early and networking in general, but this has really helped my outlook on business, improved my public speaking and one-on-one business conversation and has become another mode of advertising for our firm.
Last night I attended the 3-hour training. BNI was founded by Dr. Ivan Misner who teaches and is an expert in network. I came out of the seminar with some helpful networking pointers I thought I would share.
1) Always have your business card readily available to hand out. If you have a referral relationship with anyone else, have their card on you as well. You never know when you will bump into someone who could use your services.
2) Start listening for people saying phrases like: “I don’t like…”, “I need…..”, “Do you know someone….”, “I am looking for…..” These phrases are frequently followed with some service or good for which the person is in the market.
3) “Givers Gain”- Giving others business makes them want to return the favor.
4) “Help me help you”- Let people know who exactly you are looking for as a referral. You can use names of companies, specific types of people. Avoid generalities like: “I’m looking for anyone in a small business…” Small businesses actually comprise 350 employees or less so most people work in small business.
- Sapna Gupta, Pantano & Gupta
