Networking Benefits Archives - Dr. Ivan Misner®
networking benefits

The Networking Benefits

Networking benefits outweigh the perceived obstacles. These obstacles include the time away from the office to the cost to join the networking group. However, the networking benefits far exceed these concerns. The biggest benefit of networking is building strong relationships with others. The more solid relationships you build, the more credible you become. The more your credibility grows, the more people will hire and recommend you. Therefore, there are networking benefits that affect your finances, customer spending, and the impression of the quality of your business.

The Financial Networking Benefits

Before looking at the financial networking benefits there are both soft- and hard-money costs to consider. “Hard money” includes credit cards, cash, checks, and other possessions with monetary value. The term “soft money” is used to assign value to services or the invested time you spend on your business, otherwise known as sweat equity.

The time investment in business networking also builds social capital. Businesses develop and maintain solid, professional relationships through successful networking which create the value behind social contacts. The value of your invested time – “soft money” – is actually greater than the value of your “hard money” spent. Calculate the value of soft-money investments in networking and building relationships. You will be surprised at the financial value you have delivered to your business.

Networking Benefits Include These Positive Wealth Effects

  • Added sales volume
  • Higher average transaction amount per sale
  • Greater closing ratio
  • Referrals tend to be very qualified professionals
  • Higher occurrences of leads and referrals
  • More repeat business
  • Greater positive word-of-mouth marketing benefits
  • More customer loyalty
  • Stronger community recognition
  • Greater perceived value

The Networking Benefits on the Impression of Quality

The impression of the quality of your business is powerful. Consumers are willing to pay more for services and products that they equate to be of higher quality. The impression people have about the quality of your business is enhanced through networking.

Networking allows others to share testimonials about your business and to say good things about you. They help to convey the image of quality for your business. Networking allows others to say things about you that may be considered bragging if you said them. Imagine how powerful it is when your fellow networkers believe in you, they cannot stop talking about you with people they know. Your name is passed along with more and more frequency and confidence.

Your networking efforts are rewarded in many ways. After you have repeatedly established proof of quality, you will be referred to in such a manner that will greatly enhance your customer spending, and positively affect your finances. In conclusion, these networking benefits greatly outweigh the perceived obstacles.

Is Networking Worth It If You Work for Someone Else?

Photo courtesy of patpitchaya at FreeDigitalPhotos.net

Photo courtesy of patpitchaya at FreeDigitalPhotos.net

Whether you’re self employed or you work for someone else, it is definitely worth your time to start looking for networking groups that can refer you new business.  If you work for someone, take steps to persuade your employer that you will get business by working with these groups.  I’d like to share with you a true story which demonstrates how this can greatly benefit you.

I met a bank manager several years ago who worked hard at persuading his supervisor that participation in a BNI® chapter would yield substantial results for his branch.  The supervisor reluctantly agreed to let him join on a trial basis.  The manager began getting referrals soon after joining.  After several months, another member gave him a particularly good referral–a man who was disgruntled with the level of service at his current bank.  The manager decided to visit the man at his company.  The man told the bank manager that he felt he was not getting personal service from his bank.  The manager assured him that his bank prided itself on service.  He gave the man his personal mobile and home phone numbers and told him that if there were a problem he could be reached any time of day, at home or at work.  The man thanked him for coming to his office and told him he would get back to him.  

Two days later, at 9:00 a.m., the man was standing at the bank door with several savings and checkbooks in hand.  The manager met him at the door and thanked him for coming to the branch.  The man said he was impressed with the way he was handled by the manager and that he had decided to transfer his accounts to the manager’s bank.  To the astonishment of the bank manager, the new customer handed over checking, savings, and money-market accounts totaling over $950,000!  After everything was completed, the man told the manager how glad he was to be referred to him by their mutual friend.

I first heard this story when my office (BNI Headquarters) started getting phone calls from every branch manager in Southern California who worked for that bank.  Each of them wanted information about local chapters of BNI.  When the bank manager who got the $950,000 referral told his supervisor where he got the referral, the supervisor (Remember him?  The reluctant one?) called all his other branch managers and told them to join a local chapter of their own within the next two weeks.

If you work for someone else, the lesson here is to persuade your supervisor.  Not long ago, I spoke to an individual who wanted to join a networking group but was told by his boss that the company wouldn’t pay for it.  This savvy salesman asked his boss, “If I front the money myself and get two referrals that turn into sales within the next thirty days, would the company pay for it then?”  The boss said, “Sure, if you come in with two sales, I’ll see to it that the company pays for the membership.”  Well, guess what?  This salesman, thus highly motivated, closed three sales and was working on four others at the end of the first thirty days.  He told me that his boss “gladly payed for the original membership, and recently paid to renew it.”  Whether you are self-employed or work for someone else, start looking for groups that refer you new business.

Do you have any stories about lucrative referrals you’ve received through joining a networking group?  If so, I’d love to them–please share in the comment forum below.  Thanks!

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