Uploaded byNeeraj Shah
You Suck @ Networking
This document discusses the importance of networking and common networking mistakes to avoid. It begins by explaining that we are moving from the Information Age to the Age of Association, where building networks is crucial. It then outlines five common networking mistakes: 1) being a "hunter" focused only on getting deals, 2) verbal diarrhea where one talks only about themselves, 3) being a "Las Vegas dealer" who hands out cards without building rapport, 4) ignoring the Visibility-Credibility-Profitability model of relationship building, and 5) having a "me, me, me" mindset instead of focusing on collaboration. The document emphasizes cultivating relationships over time through active listening and helping others.
More Related Content
![Bni info session script 2012 [autosaved]](https://cdn.slidesharecdn.com/ss_thumbnails/bniinfosessionscript2012autosaved-130225005307-phpapp02-thumbnail.jpg?width=640&height=640&fit=bounds)
You Suck @ Networking
- 1. Copyright © BNI,2012 All Rights Reserved
- 2. Why is NetworkingImportant?
- 3. Some of themost 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”.
- 4. Make the Trendyour Friend Industrial Age Age of Technology Information Age ????????
- 5. Make the TrendyourFriend 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. The next stageof 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!
- 7. In 2004 whenGoogle 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”.
- 8. “Never before hasit 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
- 9. Both online andoffline networking are very important Make the Trend your Friend
- 10. There are endlessbooks 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...
- 11. 5 SHOCKING NETWORKINGMISTAKES YOU NEED TO AVOID
- 12.
- 13. A lot ofpeople go to networking events “hunting” for prospects and trying to close deals there itself.
- 14. What you needto understand is, that networking is like planting a tree, you need to cultivate and grow your relationships.
- 15. You cannot movefrom one group to the other being constantly dissatisfied with the quality and quantity of referrals you get from each.
- 16. Networking is aboutFarming as opposed to Hunting GOOD NETWORKERS BUILD RELATIONSHIPS
- 17.
- 18. There are somepeople who go on and on about their company, products and services. They are least interested in listening to what others do.
- 19. Don’t go BLAH BLAHBLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH BLAH A good networker has two ears and one mouth and uses them proportionately.
- 20. Did you know? Introvertsare some of the best networkers as they listen to others.
- 21. The best wayto 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.
- 22. BEING A LAS VEGAS DEALER MISTAKE #3
- 23. A Las Vegasdealer is someone who is constantly giving out cards.
- 24. This is themost 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
- 25. Don’t hand themyour 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?”
- 26. How many ofyou 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. Remember Networking isnot 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.
- 28. “Honor the event” Goingaround 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.
- 29. At a Funeral Excuse me.. Here is my business card.
- 30. Excuse me.. Here is my business card. Always be aware of the situation
- 31. IGNORES THEVCP® FORMULA MISTAKE #4
- 32. 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
- 33. • The firstphase 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.
- 34. Credibility is madeof two components Character Competence (Are you a good person, do (Are you good at your you have integrity?) business?) CREDIBILITY
- 35. Did you know? Menand Women Network differently
- 36. Men are morelikely 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).
- 37. Both Men andWomen should learn from each other’s mistake and Always Remember Visibility + Credibility = Profitability
- 38. ME! ME! ME! MISTAKE #5
- 39. While networking, lotsof 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!
- 40. There is aParadigm Shift Competition Collaboration We are now moving from “Competition” to “Collaboration”
- 41. Collaboration It’snot about “Me” or “You”, it’s about the collaboration between “Us”. It’s about how “WE” can help each other grow.
- 42. BNI is anorganization 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.
- 43. Let’s Recap : MISTAKES TOAVOID BEING A VERBAL HUNTER DIARRHEA! BEING A LAS VEGAS IGNORES THE VCP® ME! ME! DEALER FORMULA ME!
- 44. Building your businessthrough 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.
- 45. As you network,look around at what you leave behind. Are you creating relationships or are you leaving many bodies in your wake?
- 46. Share this presentationwith 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
- 47.
- 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
Editor's Notes
- #5 We are moving from the information age to a new age - The Age of Association!
- #7 We are moving from the information age to a new age - The Age of Association! Proliferation information
- #12 RECAP:MISTAKES TO AVOID
- #13 Random NetworkerBeing a hunter
- #18 Talks more than listens
- #22 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.
- #23 Doesn’t honor the event
- #30 Replace image
- #31 Replace image
- #43 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 !!!
- #44 RECAP:MISTAKES TO AVOID