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The Networking Connection

Posted by on Dec 20, 2012 in News

In a recent interview with Fox Business news, BNI Chairman Dr. Ivan Misner pointed out the important aspects of the networking relationship.

Effective networking is about developing relationships. when you have most of the people at an event trying to sell and virtually no one there to buy, you’re crazy if you think the odds are in your favor to “sell” at a networking event.

So why go? You go because networking is more about farming than it is about hunting. It’s about developing relationships with other business professionals. Sometimes you go to a networking event to increase your visibility, sometimes you go to establish further credibility with people you know, and sometimes you may even go to meet a long-time referral partner and do some business and move to profitability. In any case, the true master networkers know that networking events are about moving through the process and not about closing deals.

Read more: http://smallbusiness.foxbusiness.com/marketing-sales/2012/12/18/networking-disconnect/#ixzz2FbOx9z8d

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Being a Better Networker

Posted by on Jul 31, 2012 in Education

BNI Educational Topic – Being a better Networker               7/31/12

By Nan Nally-Seif, LCSW, TEP

 

Many people have written about being a better networker. On her website

businessknowledge.com, Stephanie Speisman  talks about networking  as being:

      1)  Genuine      2)  Authentic         3)   Building trust        4)  Seeing how you can help others

It is always important to think about your goal when attending a particular networking event.

Being prepared with open-ended questions is important.

These are questions which focus on     who,    what,    where,    when,    and   how.

                                           Open ended questions.

1. Open the discussion

2. Shows listeners that you are interested in them.

Value added advice

Another tip is from Dr. Ivan Miesner from his website, businessworking.com (2/24/11)

He talks about giving   “value added advice”    when networking.      This is   1)  polite,

              2)  helpful information     3)  provided out of genuine concern for another person.

He gives an example of a real estate person at a networking event talking to someone he/she does not know:

“I know you are not in the market for a new home now, but    1) when you are ready,                2)  I highly recommend this section of the city.      3) A lot of my clients there are seeing their homes appreciate  by 10% and     4) I heard they are building another middle school.”

This type of “value added advice

1)    demonstrates your  expertise so your new contact will remember you when ready to move.

2)    This type of response also builds support and begins to create trust.

3)      It gives a snap shot of how it would be to do business with you.

  * Being a powerful resource for others, keeps you visible and in turn builds your   business.

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