Steven Marche as a 40 year member in what is now BNI (Business Networking International) but back then was originally simply The Network recently had the chance to share some powerful insights on business networking on founder Dr Ivan Misner‘s podcast (see Episode 902) and that inspires this month’s Networking Nessie newsletter… forget the surface-level interactions – networking is about building genuine relationships and fostering growth whatever brand and style of business networking you might choose.
Here are some key takeaways that could maybe transform your networking game:
1. Referrals: It’s About Connection, Not Just Numbers
Have you ever felt pressured to give out a certain quota of referrals? Take this refreshing perspective: quality over quantity. Instead of simply handing out names, the focus should be on making meaningful connections.
“When someone would call me they would always talk about giving two or three referrals. But that’s not how I do it. If I trust someone, I make sure my good friend calls them directly. It’s up to them to make that connection.”
This approach emphasises trust and a genuine belief in the person being referred. It’s about facilitating an introduction between two people who could mutually benefit, rather than just ticking off a box of passing options.
Key Takeaway: Don’t just give referrals; make introductions. Connect people you genuinely believe in and allow them to build their own relationship.
2. Membership Matters: Be a Magnet for New Connections
Bringing new members into your network isn’t just about growing the group; it’s about expanding opportunities for everyone. Encouraging potential members to take the leap,
“We had a exchange student, and she came a few times back to California from Sweden, and she says, ‘My dad would like to talk to you’ I said, ‘Have him call me.’ She says, ‘You leave here every Wednesday morning, very, very early before I get up, and your family wondered where you went’ I said, ‘To BNI, to network’.. ‘Oh, okay, my dad liked to know’ So I called him up, and he said, ‘Well, what do you do and how do you do it?’ And I explained. I said, ‘But you need to go to one’ He says, ‘Oh, I checked it before I called you, and it’s three hours away’ And I said, ‘Just a minute’ I said, ‘There’s one 10 minutes away. But here’s what you do. You go, don’t leave until you get an application and join’ Do you know that he called me the next day and told me that he wouldn’t leave, and they couldn’t believe it, and he joined. Six months later, a year later, he became vice president.”
Whether you are inviting others then, or even thinking of going to another networking group you have to go, go to a meeting and experience it.. often described as somewhat like getting haircut it’s hard to truly understand in the abstract.. you just have to be there to get value and potentially decide on whether it’s right.
A direct and encouraging approach from those we already know is sometimes all it takes, a little nudge and clear direction to help someone unlock valuable networking opportunities.
Key Takeaway: Be proactive in inviting potential members. Share the value of your network and encourage them to commit by joining.
3. Consistency is King: Show Up and Be Present
Networking isn’t a one-time event; it’s an ongoing process. Showing up consistently is crucial for building trust and strengthening relationships.
“You’ve got to be there. People ask me how many times I’ve missed. I say, ‘Five – two kids, one sickness, and two vacations.’ You have to show up.”I had an entertainer come in to speak when I couldn’t make it. It’s about ensuring your network continues to thrive, even in your absence
Even when unable to attend personally, sending a substitute demonstrates a commitment to the network and a recognition of the importance of consistent engagement.
Key Takeaway: Make networking a regular commitment. Your consistent presence builds trust and strengthens your connections. Find ways to contribute even when you can’t be there physically.
4. Embrace the Learning Curve: Networking is a Skill You Develop
Unlike many subjects taught in school, networking is a skill learned through practice and experience.
“Networking is never taught in school or college. You were told never to talk to strangers. But networkers get up and share things every day. I learn something every day. I teach my kids – it’s always learning something every single day to make us better.”
This highlights the importance of stepping outside your comfort zone and embracing the opportunity to connect with others. Sharing your experiences and being open to learning from others are fundamental to successful networking.
Key Takeaway: Approach networking as a continuous learning process. Be open to sharing, listening, and developing your interpersonal skills.
In Conclusion:
Effective business networking goes beyond exchanging business cards. It’s about building genuine relationships, fostering trust, and consistently showing up. By focusing on the quality of your referrals, actively inviting new members, prioritising consistency, and embracing the continuous learning aspect, you can unlock the true power of your network and achieve remarkable results.