You Suck @ Networking

Some of the most successful companies and people
around the world, have understood the “Trends” and
positioned themselves to take advantage of it.

Let’s put things into perspective by understanding the
“Trends”.

Make the Trend your Friend
Industrial Age Age of Technology Information Age ????????

Make the Trend yourFriend
Industrial Age
• The Industrial age was based on Automation.
• Ford took advantage of this trend.

Age of Technology
• In the Age of Technology, Computers and Micro processes were
introduced.
• Companies like IBM and Microsoft took advantage of this trend.

Information Age
• The age of technology helped to network and connect different
computers which lead to a huge proliferation of information. It
became important for people to find what they were looking for.
• Google took advantage of this trend.

What Next?

The next stage of evolution is not about searching for information.
It is about how to build and manage your networks.

Information Age of
Age Association

We are moving from the information age to a new age -
The Age of Association!

In 2004 when Google was listed, it was valued
at $23 billion.

In February 2012, Facebook was listed with a
valuation of $100 billion i.e. four times the value
of Google.

Why ??

Because companies like Facebook, BNI, LinkedIn etc are building an
infrastructure that help us to take advantage of “Age of Association”.

“Never before has it been more crucial to be connected to, or
associated with, people of influence...

The biggest impact to your personal and professional life will
be determined by "who" you are associated with, and your
"connection" to them." - John C. Maxwell

Both online and offline networking are very important


There are endless books written on the topic
by some very smart people.

One of my favorite ways to learn is from other
people’s mistakes.

So here are...

5 SHOCKING NETWORKING MISTAKES
YOU NEED TO AVOID

BEING A
HUNTER

MISTAKE #1

A lot of people go to networking events “hunting” for prospects and
trying to close deals there itself.

What you need to understand is, that networking is like planting a tree,
you need to cultivate and grow your relationships.

You cannot move from one group to the other being constantly
dissatisfied with the quality and quantity of referrals you get from each.

Networking is about Farming as opposed to Hunting

GOOD NETWORKERS BUILD RELATIONSHIPS

VERBAL
DIARRHEA!

MISTAKE #2

There are some people who go on and on about their company, products
and services. They are least interested in listening to what others do.

Don’t go
BLAH BLAH BLAH BLAH BLAH BLAH BLAH

A good networker has two ears and one mouth and
uses them proportionately.

Did you know?

Introverts are some of the best networkers as they listen to others.

The best way to avoid Verbal Diarrhea is to
Ask some questions

For example: This will help you start the
Where have you come from? conversation

What type of business are you into?
What are your key services/products and your target audience?

Once you have understood the answers of the above
questions, you will get an opportunity to tailor your
presentation and promote your business in a way that
will be relevant to the other person.

BEING A
LAS VEGAS
DEALER

MISTAKE #3

A Las Vegas dealer is someone who is constantly giving
out cards.

This is the most common mistake made by
people.

They go to networking events, introduce
themselves and the company’s name,
hand-over the business card, turn around
and begin the same process with the next
victim.

Don’t be like a Las Vegas dealer

Don’t hand them your business card first!

Learn about them, understand their
business and always ask for
permission:

“Would a business card of mine be of
interest to you?”

How many of you go to networking events with
something to sell?
Almost everyone will say “Yes”

And..

How many of you go to networking events to buy
things?
Not many right!

So there will be a room which is full of people who want to
Sell but no one wants to Buy. Funny isn’t it?

Remember Networking is not about Selling

Find out who may be a good
contact for you, and how in turn,
you may be a good contact for
them.

Begin a relationship. See if they
would like to meet another time.

“Honor the event”

Going around looking for an opportunity to pass out your
business cards isn't the right way!

Network at appropriate opportunities.

For example:
A wedding or your child’s school event could be appropriate events to
network with people.

At a Funeral Excuse me..
Here is my
business card.

Excuse me..
Here is my
business card.

Always be aware of the situation

IGNORES
THE VCP®
FORMULA

MISTAKE #4

According to Dr. Ivan Misner, who is one
of the world’s leading experts in business
networking and referral marketing the
VCP Process ® is-

Visibility + Credibility = Profitability

• The first phase of growing a relationship is visibility: You and
another individual become aware of each other and the
VISIBILITY
nature of each other’s business.

• Credibility is the quality of being reliable, worthy of
confidence.
• It grows when appointments are kept, promises are
CREDIBILITY acted upon, facts are verified, and services are rendered.

• When you have established visibility and credibility, you will
have entered the profitability stage of your relationship.
• You will receive referrals, as a result gain customers and
PROFITIBILTY thus more business.

Credibility is made of two components

Character Competence
(Are you a good person, do (Are you good at your
you have integrity?) business?)

CREDIBILITY

Did you know?

Men and Women Network differently

Men are more likely to..

Jump from Visibility to Profitability

They try to be transactional and usually don’t spend time to
build credibility.

Women are more likely to..

Get stuck at Credibility

They usually spend too much time in building relationships
but tend to fail to ask for business (profitability).

Both Men and Women should learn from each
other’s mistake and Always Remember

Visibility + Credibility = Profitability

While networking, lots of people
only want to help themselves
and not others.

They view networking as a
transaction and not a
relationship.

Remember :
The currency of networking is generosity!

There is a Paradigm Shift

Competition Collaboration

We are now moving from
“Competition” to “Collaboration”

Collaboration

It’s not about “Me” or “You”, it’s about the collaboration
between “Us”. It’s about how “WE” can help each other grow.

BNI is an organization which helps business owners
collaborate.

The philosophy of the organization is
"Givers Gain®" i.e. by giving business to others, you will get
business in return.

In 2011, BNI helped generate 6.9 million referrals through the
power of collaboration which resulted in Rs. 15,500 crores
(US$3.1 Billion) of business world wide.

Let’s Recap :

MISTAKES
TO AVOID
BEING A VERBAL
HUNTER DIARRHEA!

BEING A LAS VEGAS IGNORES THE VCP® ME! ME!
DEALER FORMULA ME!

Building your business through networking is about
cultivating relationships with people.

It's not what you know, or who you know-it's how well
you know them that counts.

As you network, look around at
what you leave behind.

Are you creating relationships or
are you leaving many bodies in your
wake?

Share this presentation with your colleagues, your
friends or the horrible business networker you just met.

They will surely Thank You.

Together let’s rid the world
of the networkers that suck.

Click Here to Download

Get connected

www.bni-india.com

Co-Authored by:
Niiraj. R. Shah, Co- National Director for BNI India
twitter.com/niirajrshah
in.linkedin.com/in/niirajrshah

and

Meghna Shah, Marketing Assistant at BNI India
Twitter.com/meghna_shah86
Copyright © BNI, 2012 All Rights Reserved

You Suck @ Networking

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