And
if you are not sure of the answer to 1 and 2,
go along and find out for yourself – or
ask your clients where they go to network. Today
a lot of networking is social e.g. golf, sailing,
running, book clubs, special interest groups.
A very busy Sydney based personal trainer generates
more than 80% of his work from his local sailing
club. While another high achiever generates her
leads at the races. This is a fun way to combine
your interests, your networking and business development.
However, if you want a more business-like approach
to networking, you may feel more comfortable attending
a traditional business network.
The
time of day best suited for your availability
– may vary from a breakfast meeting (usually
7 a.m. for 7.30 a.m. start) to a business after
hours (normally 6p.m.-8 p.m.) Instantly I can
imagine many personal trainers dismissing business
networks because that is “potential client
time” for you. However, most of these networks
are either fortnightly or monthly – and
they are a great investment of your time. If you
wanted to be really clever, you could invite a
group of your clients to the event – and
cross network them with each other as well as
prospects for their business.
It’s
important to find the network that suits YOU and
also to be very clear on why you are attending
in the first place.
Is
it because:
a. Your competitors are there (a great reason
for you to attend)?
b. You know that these networks attract the sorts
of clients you are wanting to work with
c. Attending business networks will certainly
make you stand out as being very professional
and business focused
TRY
BEFORE YOU BUY
My rule of thumb is – try before you buy.
Attend a network as a non member, before you actually
commit to becoming a member. Most good networks
will allow you to attend at least once, before
encouraging you to join. From experience, I normally
attend a new network at least twice before I join.
In that way, I can feel out of my comfort zone
the first time when everything is new and then
I know what to expect the second time –
which is when I normally decide to join a network
or not – and just attend future events as
a non-member and play a slightly higher ticket
price. If ever I feel pressured into joining a
network, that is normally a sign that this network
is NOT for me. No one likes to be sold to.
Networks like Business Network International (BNI)
encourage people to be invited by a member before
attending. Originating in the States with founder
Ivan Misner, BNI is a fast growing international
business referral network group, who – normally
meets for breakfast (although there are a smattering
of lunch groups sprouting up Australia wide).
The ethos is simple – Givers Gain! All members
are encouraged to show up every week for their
chapter meeting and bring one or more referrals
for members of the group. The value of the referrals
are then tracked and monitored. www.bni.com.au
Plus there is only one person representing a profession
e.g. one mortgage broker, one professional trainer
etc.
Which
networks are right for you will often depend on:
• Which networks do your current
clients and prospects go to?
Chambers of Commerces are always filled with lots
of prospects and you get to attend an event in
the location where you want clients to be.
If you google Chamber of Commerces and preferred
locations – you will find a stack of potential
events. Work out your budget and book today!
We
could fill pages listing the thousands of Australian
associations, networks, chamber of commerces,
business enterprise centres, special interest
groups etc. Trust me there is no shortage of networking
opportunities – if you can’t find
any – ask your clients or associates for
help. Remember if your competitors are attending
something – maybe you should be there too.
Whichever
networks you decide to attend – stick to
the basics:
Be friendly, act like the host and not the guest
Ask questions and listen to the answers
And most of all – follow up without being
pushy.
Happy
Networking
