You Suck @ Networking

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5 shocking mistakes you need to avoid.

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  • We are moving from the information age to a new age - The Age of Association!
  • We are moving from the information age to a new age - The Age of Association! Proliferation information
  • RECAP:MISTAKES TO AVOID
  • Random NetworkerBeing a hunter
  • Talks more than listens
  • Once you understand the answers of the above questions, you will get an opportunity to tailor your presentation and promote yourself in a way that will be relevant to the other person. This will then give you an opportunity to promote yourself in a way that can benefit him.
  • Doesn’t honor the event
  • Replace image
  • Replace image
  • BNI is an organization with over 140,000 members worldwide, in 49 different countries. The philosophy of this organization is built upon the idea of "Givers Gain®" i.e. by giving business to others, you will get business in return. In 2011, BNI helped generate 6.9 million referrals which generated Rs. 15,500 crores (US$3.1 Billion) of business world wide. This means "Givers Gain®" works !!!
  • RECAP:MISTAKES TO AVOID
  • You Suck @ Networking

    1. 1. Copyright © BNI, 2012 All Rights Reserved
    2. 2. Why is Networking Important?
    3. 3. Some of the most successful companies and peoplearound the world, have understood the “Trends” andpositioned themselves to take advantage of it.Let’s put things into perspective by understanding the“Trends”.
    4. 4. Make the Trend your FriendIndustrial Age Age of Technology Information Age ????????
    5. 5. Make the Trend yourFriend Make the Trend your Friend 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?
    6. 6. 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 AssociationWe are moving from the information age to a new age - The Age of Association!
    7. 7. In 2004 when Google was listed, it was valuedat $23 billion.In February 2012, Facebook was listed with avaluation of $100 billion i.e. four times the valueof Google.Why ?? Because companies like Facebook, BNI, LinkedIn etc are building aninfrastructure that help us to take advantage of “Age of Association”.
    8. 8. “Never before has it been more crucial to be connected to, orassociated with, people of influence...The biggest impact to your personal and professional life willbe determined by "who" you are associated with, and your"connection" to them." - John C. Maxwell
    9. 9. Both online and offline networking are very important Make the Trend your Friend
    10. 10. There are endless books written on the topicby some very smart people.One of my favorite ways to learn is from otherpeople’s mistakes.So here are...
    11. 11. 5 SHOCKING NETWORKING MISTAKES YOU NEED TO AVOID
    12. 12. BEING A HUNTERMISTAKE #1
    13. 13. A lot of people go to networking events “hunting” for prospects and trying to close deals there itself.
    14. 14. What you need to understand is, that networking is like planting a tree, you need to cultivate and grow your relationships.
    15. 15. You cannot move from one group to the other being constantlydissatisfied with the quality and quantity of referrals you get from each.
    16. 16. Networking is about Farming as opposed to Hunting GOOD NETWORKERS BUILD RELATIONSHIPS
    17. 17. VERBALDIARRHEA!MISTAKE #2
    18. 18. 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.
    19. 19. Don’t goBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAH A good networker has two ears and one mouth and uses them proportionately.
    20. 20. Did you know?Introverts are some of the best networkers as they listen to others.
    21. 21. The best way to avoid Verbal Diarrhea is to Ask some questionsFor example: This will help you start theWhere have you come from? conversationWhat type of business are you into?What are your key services/products and your target audience?Once you have understood the answers of the abovequestions, you will get an opportunity to tailor yourpresentation and promote your business in a way thatwill be relevant to the other person.
    22. 22. BEING ALAS VEGAS DEALERMISTAKE #3
    23. 23. A Las Vegas dealer is someone who is constantly giving out cards.
    24. 24. This is the most common mistake made bypeople.They go to networking events, introducethemselves and the company’s name,hand-over the business card, turn aroundand begin the same process with the nextvictim. Don’t be like a Las Vegas dealer
    25. 25. Don’t hand them your business card first!Learn about them, understand theirbusiness and always ask forpermission:“Would a business card of mine be ofinterest to you?”
    26. 26. 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?
    27. 27. Remember Networking is not about SellingFind out who may be a goodcontact for you, and how in turn,you may be a good contact forthem.Begin a relationship. See if theywould like to meet another time.
    28. 28. “Honor the event”Going around looking for an opportunity to pass out yourbusiness cards isnt the right way! Network at appropriate opportunities.For example:A wedding or your child’s school event could be appropriate events tonetwork with people.
    29. 29. At a Funeral Excuse me.. Here is my business card.
    30. 30. Excuse me.. Here is my business card.Always be aware of the situation
    31. 31. IGNORES THE VCP® FORMULAMISTAKE #4
    32. 32. According to Dr. Ivan Misner, who is oneof the world’s leading experts in businessnetworking and referral marketing theVCP Process ® is-Visibility + Credibility = Profitability
    33. 33. • 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 areCREDIBILITY 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 andPROFITIBILTY thus more business.
    34. 34. Credibility is made of two components Character Competence(Are you a good person, do (Are you good at your you have integrity?) business?) CREDIBILITY
    35. 35. Did you know?Men and Women Network differently
    36. 36. Men are more likely to.. Jump from Visibility to ProfitabilityThey try to be transactional and usually don’t spend time tobuild credibility.Women are more likely to.. Get stuck at CredibilityThey usually spend too much time in building relationshipsbut tend to fail to ask for business (profitability).
    37. 37. Both Men and Women should learn from each other’s mistake and Always Remember Visibility + Credibility = Profitability
    38. 38. ME! ME! ME!MISTAKE #5
    39. 39. While networking, lots of peopleonly want to help themselvesand not others.They view networking as atransaction and not arelationship. Remember : The currency of networking is generosity!
    40. 40. There is a Paradigm ShiftCompetition Collaboration We are now moving from“Competition” to “Collaboration”
    41. 41. Collaboration It’s not about “Me” or “You”, it’s about the collaborationbetween “Us”. It’s about how “WE” can help each other grow.
    42. 42. BNI is an organization which helps business ownerscollaborate.The philosophy of the organization is"Givers Gain®" i.e. by giving business to others, you will getbusiness in return.In 2011, BNI helped generate 6.9 million referrals through thepower of collaboration which resulted in Rs. 15,500 crores(US$3.1 Billion) of business world wide.
    43. 43. Let’s Recap :MISTAKESTO AVOID BEING A VERBAL HUNTER DIARRHEA!BEING A LAS VEGAS IGNORES THE VCP® ME! ME! DEALER FORMULA ME!
    44. 44. Building your business through networking is aboutcultivating relationships with people.Its not what you know, or who you know-its how wellyou know them that counts.
    45. 45. As you network, look around atwhat you leave behind.Are you creating relationships orare you leaving many bodies in yourwake?
    46. 46. Share this presentation with your colleagues, yourfriends or the horrible business networker you just met.They will surely Thank You.Together let’s rid the worldof the networkers that suck. Click Here to Download
    47. 47. Get connectedwww.bni-india.com
    48. 48. 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

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