If you want to increase your business and profitability, get involved with a business networking group. Business networking is the one of the most effective ways to increase your referral business. Most businesses are built by face to face appointments; the more people you meet and present to, the more business you will close.
If you find a business referral group to join and they have 30 people, you get to present to these business owners on a weekly basis. Business owners have a large sphere of influence; they too are after the same goals. If you are effective at presenting your business and showing these people the benefits of working with you over your competition, they will begin to refer you to their clients.
Getting referrals is the goal but let look deeper into the benefits of business networking to the extreme that I have taken it to.
Presentation skills – The key to an effective presentation is repetition. You get to present your business on a weekly basis to all of these business owners and sales people. Top business professionals may present their business 5-10 times per week so practicing and excelling in this arena is key.
One to one meetings – In our group, it is mandatory to meet with every member at least once per six-month term. Most of us meet numerous times per term as the better the results. We track and monitor our one to one meetings per term. At this meeting, you are able to do your full presentation about your business. You are educating other business owners on how they can refer you to their sphere of influence.
Presentation training – Many of our members did not have any formal training in presentation skills prior to joining our group. Some of us are proficient with technology and PowerPoint for presenting to one person or large audiences, we meet with our members and assist them with building a dynamite presentation and provide them with compelling dialogs to compliment this.
Referrals – We track every referral to see who is sending the most and the least referrals as well as who is receiving the most and least referrals. This information allows us to adjust our presentation to those who may not understand enough about our business to be comfortable referring us to their sphere of influence. Through the process of education and bringing value to the members, we will earn the right to receive their referrals and have a successful ongoing relationship inside and outside of our networking group.
Testimonials – If you are lacking testimonials, what better testimonials than to have all the local business owners in your group providing them for you. The local business owners have a large sphere of influence within the community and many local residents will recognize them and respect their opinion.
Free professional advice – The benefits of having access to information from all different business categories is priceless. We know we can call any one of the business owners in our group and get instant advice and information when needed. We have purposefully built our chapter to be like a loyal, genuine family.
One the most important ingredients to business networking is remembering you are the educator and not the sales person to them. If you sell to them, they will likely avoid you; if you educate them about the real estate industry, they will learn to speak intelligently about real estate to others and send you more referrals. Every morning when you get out of bed, you should be thinking of how you are going to bring value to someone else’s life. This will pay you back over and over again.
If you are looking to take your business to the next level, call BNI Referral Pros' curent president, Chuck Hendershot at 908-256-4285. BNI Referral Pros business networking meetings are held at the Basking Ridge Country Club every Thursday at 7:00am.