network members Archives - Dr. Ivan Misner®

7 Ways to Connect with Networking Partners

1.  Arrange a one-to-one meeting. Meeting a referral source in person is an excellent opportunity to learn more about his business and interests. Prepare some questions in advance so that the conversation flows smoothly. Be ready to give an update on your business and to ask lots of questions about your source’s interests.

2.  Extend an invitation. Invite a referral source to a networking event. Introducing her to other businesspeople you know gives your source an opportunity to meet others in your target market and may also provide new business opportunities.

3.  Set up an activity. A recreational activity, such as a golf outing, fishing trip, concert or play, is a great opportunity to let your referral source see a different side of you in an informal setting. The activity should be one that will give everybody time to relax, but it may also include an element of information such as a speech or educational presentation. To maximize the effectiveness of your time with your sources, you should invite no more than four people and spend at least one hour with each.

4.  Arrange a group activity for clients. Gathering your clients together creates an excellent environment for synergy and for raising your credibility with all. The one thing the people in this group will definitely have in common is you, so you’ll certainly be the focus of a good many conversations. Group activities may be social, such as a barbecue or a ball game, or they may be educational, such as a seminar or demonstration.

5.  Nominate a referral source. Watch for opportunities to nominate a referral source for an award. Local service and civic organizations often present annual awards recognizing contributions to a particular cause, and local periodicals often sponsor awards contests for businesspeople. Find out what groups and interests your referral source is involved in, and check to see if there is any form of recognition associated with them.

6.  Include a source in your newsletter. Even a brief mention of a referral source in your newsletter can pay dividends down the road, including the opportunity for your source to reciprocate with his newsletter.

7.  Arrange a speaking engagement. Help your referral source get in front of a group that would be interested in her business or area of expertise. Local chapters of service organizations, such as Rotary and Kiwanis, are always looking for good speakers. If you belong to a group that invites people to speak, use your contacts to help your source make the rounds among various chapters.

What are some other ways that you recommend to stay in contact with your networking partners?

If You’re Not Inviting, You’re Missing Out

Inviting prospective referral sources to an event you’re attending, hosting or participating in as a featured guest, exhibitor, panel speaker or award recipient is a great way to enhance your contact with them and build credibility.

If you’re not inviting your prospective referral sources to events, you’re missing out on a great opportunity to keep them informed of activities you’re involved in. When the event is one where you have a chance to share your expertise or where you are being recognized for an achievement, using this tactic contributes to building your credibility and image as a successful and knowledgeable professional.  This tactic also helps acquaint your targets with others in your network and transforms strictly business relationships into friendships.

If you haven’t been inviting prospective sources to events and you’re not sure whom to invite or how to invite them, here are some tips to get you started:

  • Make a list of the events you’ll be attending and a list of network members you might invite.
  • With plenty of lead time, call or write each prospective source to invite him or her to the event; explain the reason for the invitation.
  • Pay your network member’s admission fee, if there is one.
  • Make sure the event offers benefits to your prospective sources, such as an opportunity to meet someone they admire, to be entertained or to be recognized.
  • Whenever possible, allow your guests to invite guests of their own.
  • It’s OK to invite people you do not expect to attend.  Remember, one of your aims is to keep your sources informed of what you are doing.

So, what events are you attending in the coming weeks?  Make use of the tips above and make it your goal to invite someone to each event you attend from here on out. Chances are you’ll not only reap some great benefits, you’ll probably enjoy the event even more with your network member along.

Need Advice? Your Network Can Help!

Have you ever purposely sought advice from your network members?  If not, you should definitely take advantage of this opportunity because we all need advice at one time or another and seeking advice from your network is a win-win situation.

You see, people like for others to listen to their opinions and advice.  By inviting your network members to talk, you can get better acquainted with their knowledge, decision-making ability, and attitudes.  Receiving someone’s advice also gives you a perfect reason to contact her again, thank her, and let her know what you plan to do.  This is a great way to keep your resources informed and, of course, to get their opinions about what you are doing.

When preparing to ask your network for advice, here are some important tips:

  • Ask your network member for advice or opinions on something she enjoys talking about and to which you expect her to have an answer.
  • Listen carefully and respond appropriately.
  • Direct your questions toward what your network member says in conversation.
  • Have a logical reason for wanting the information.
  • Avoid potentially controversial and sensitive issues.
  • Don’t ask your network member to give you advice that she would otherwise charge you for.
  • People are more likely to remember their own words than others so if you want someone to remember your conversation, let her do most of the talking.

Become a Customer to Become a High Priority

One of the friendliest and most natural ways to make contact with a referral source is to buy her products or services, whether in large or small dollar amounts.  It’s important to note that the purchase doesn’t necessarily have to be from her primary line of business–perhaps a ticket to a fundraiser, a used car, a computer, even a box of Girl Scout cookies from her daughter.

By purchasing something from your network member/referral source, you become one of her customers. As a customer, you are high on her priority list; she will be more inclined to do business with you and give you information, support and referrals.  This approach also increases your source’s interest in getting to know you and staying in touch.

Tips for purchasing from your network:

  • Analyze how you are spending your money now.
  • Decide how much you want to spend.
  • Test your relationship with the people you buy from now. Do they know you? Do you benefit from doing business with them?
  • Identify the products and services your sources offer that you want or need–or the purchase of which might benefit your business in the long run.
  • Are you buying products and services from people and organizations that see you as an individual? Do the people you buy from know your name and think of you as their customer? There’s a big difference between being a customer of Sears and being a customer of Joe’s Shoe Store.
  • Use your purchasing power in a way that gives you more benefits and builds relationships.  Buy at least half of your products and services from people you know; however, don’t do it in a way that makes them feel obligated to buy things from you.
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