Post by Kevin on Nov 18, 2007 11:03:03 GMT -5
2 Powerful Observations
Did you ever ask yourself how some people are so good at networking, and some people are not.
First, I would say that Network superstars take their business out of the equation.
You can listen in on common conversations such as " Where did you grow up?" What year did you graduate?" "What does your wife or husband do?" "What places have you traveled too?" "You hungry?, lets grab a bite after the meeting"
Talks of common interests, weather, sports, whats going on in the community.
Secondly, I would say that bad networking is trying to push your conversations directly towards your product or services.
I would say in networking. People buy from people they like. It really does not matter if you have the #1 product or service on the market.
If they don`t like you, more than likely they are not going to buy from you.
Now by all means. I am not a networking superstar. I think I still have lots to learn. I have had some time to observe though, and these are some of the result`s I have come up with.
- If you build a friendly relationship with another person, buy products or service from them. In turn they more than likely will buy products or services from you.
-Smart networkers figure the odds of building a relationship fast, by becoming a customer of the other networker. Knowing that by purchasing from that person they are networking with. They get a discount along with the potential of a new sale.
They figure the math. An example would be buying a item or service that they need, lets say forty bucks worth. In turn the person they are networking with buys something back for 5 times that value.
Now this is where you have to research a bit. Going through the DADBA directory located here:
www.dadba.org/home/downriverdirectory.html
What are you purchasing? Service or product from some outside source which is not a DADBA member. Take the time and think about it.
It might be the cosmetics that you pick up at the mall. It might be new tires that you go to a franchise for. Something from a online source that is available to you locally.
Whatever it may be, your going to purchase it anyway... right. Might as well be from a DADBA member.
Let me tell you why. Now in this scenario. I`ll say cosmetics.
The example: Lets say you buy a $40 dollar bottle of cologne or perfume. Your service or product which is $150, more than likely. The chances are you will get the sale after the fact. If it is not from this person you just purchased from, it might be one of their clients, friends or family.
Money makes money, rule of thumb. Same goes with networking and buying from a group. The more things you buy from the group gives you greater networking ability. Along with, if your a good customer of the other networker they are going to recommend your service to others because they want you to keep a good cash flow so you can continue to purchase from them.
Now with this in mind. Don`t forget to ask, and ask politely after you purchase, along with giving some business cards. "Please if you can or know anyone who can use my services or products please send them my way"
Do the math on it, you can pay $400 a month for advertising. Or you can purchase $400 a month in products or services, lets say forty dollars worth that equals ten purchases. Things that you would normally buy anyway. I`ll bet you a dollar to your dime the referrals that are given back to you will outdue your advertising.
You Buy 10 Products Or Services At $40
Those 10 people send you 2-3 people / thats 30 possible new customers a month.
Those 30 new customers send you 2-3 people.
It starts with you, making your first purchase and asking them to help you out if they can.
It Starts Here:
www.dadba.org/home/downriverdirectory.html
Take your time, you are already purchasing a certain amount monthly from a outside source. Change it over to a DADBA member and ask them to send some business your way.
Now my 2nd greatest observation: The real networking always happens after the meetings. Just the other night at the Chamber meeting. As the meeting was breaking up, there was options. You could go to Austin`s, Portofino`s, Chilli`s or Laura and I once we heard that people were heading out, said were going to LTB`s because there was no DADBA member places named. About 10 or 11 people joined us. So score one for another DADBA member establishment.
Back to the story. When your alloting time for meetings or networking events alot 1-2 hours after to get a bite to eat or a drink. Even if you don`t drink. Even if you already ate at the meeting. Make it a point to go get a soda or coffee.
Why: How many chances do you get to eat dinner with another person who can be a possible sale or a possible referral for a sale. Face to face conversation. Also the ones that do eat after these meetings are continuing the network process, and in my opinion are business owners who are a little more well to do. They have budgeted for a dinner, drinks ...etc after the meeting.
Along with this, the concept of eating together. When I got my real estate license there was a whole course on getting the listing. Getting the property owner to allow you to sell their property. One of the greatest things I remember was to get them to sit down with you at the kitchen table: Their own kitchen table, once you do, they are comftorable and you have put yourself into a friendly trusting enviroment.
This is the same concept as sharing a meal with someone. Now if they offered you coffee, tea or a snack while you were at that kitchen table. There sold, you would really have to do something outrageous at that point not to get the listing.
A good example: At LTB`s that night a business transaction happened, not to disclose too much information but one member bought a service/product from another member to the tune of $2600, this transaction took place over a $19 meal that both members took part in and split dutch. Neither of these members new each other prior to this meeting.
Along with these observations, purchasing from members and closing the gap, building relationships with other members in a social environment. All good for business and you just might make a new friend, and friends are priceless!
