I came across this question on Linkedin. So I thought I would share it. It is important that we pay attention to what we are doing in our networking activities if we want to get the best results.
What can/does networking do for your professional reputation?
By "professional reputation", I mean how people view you as a professional both in the meeting room and outside the office. Your integrity, respect, intelligence, and impact on those around you. When you network through LinkedIn, how can professional networking relate to all these areas?
My Answer:
Networking creates visibility for you, people know who you are and have a face to put with a name. Quality networking can indeed enhance your reputation and create credibility for you. Poor networking can create a different reputation. People who drink to much, people who pitch and pressure others about their product or service and people who show up in person with a very poor professional image, create a whole different reputation, not the one they may have wanted.
I know there's a person on Linkedin who consistently puts stupid, meant to be funny, answers to peoples questions, he thinks he is cute, many others think very differently, so he has a reputation, it just may not be the one he wants.
Online or in person, it is very important to mind your manners, behave professionally, don't be a know it all, participate, answer questions intelligently, follow up with people, become known as someone who does what they say and always Give before asking to Get. You will be well respected, thought of as someone who is intelligent and connected.
Hazel M Walker
Showing posts with label networking. Show all posts
Showing posts with label networking. Show all posts
Sunday, May 04, 2008
Monday, February 18, 2008
What is the Secret
Everyday I talk to members about BNI, and networking. Many have wonderful success stories to tell me, like Deb and Erin in Greenwood and Tim and Erica in Columbus. Members tell me how they have increased their business by 25%, 35%, and 60%. Then I speak to another member who tells me how they have been a member for an entire year and it is just not working for them. They have gotten NO business from their chapters.
I find myself asking why? What makes the real difference between those whom are doing well, and those who are not, here are some of the things I have found.
Education – Those people in life and business, who are extremely successful, never stop learning. They are always trying to find new ways of doing things. They understand that even when they think they know it all, there is always something new to learn and try. They not only learn it, they implement it. They also understand that they are responsible for educating their fellow members as well as being educated during one on one’s.
Time – the highly successful members have a very clear understanding that it takes time and commitment to build trust and understanding with fellow members that will lead to the high level of referrals that Tim and Erica are passing. They understand that Trust cannot be rushed, and that dollar for dollar the longer they are a member of their chapter, the higher the return on their membership. Most members don’t put in the time that it takes to build those relationships.
Gratitude – Deb and Erin don’t forget to thank one another, no matter how many referrals that Erin gets from Deb, her referral partner, she never forgets to show her gratitude and appreciation for the work that Deb has done on her behalf. This makes Erin FUN to refer to. When was the last time that you got a referral from a fellow member, closed the deal, and the very most you did was drop a “Thank You” slip into your chapter basket? Did you send a little gift? Did you write a note? Remembering to say thank you will inspire members to refer you again. I have a referral partner who always gives me a Starbucks Card when I refer her, even when the deal does not close. I love referring her and always have my ear open for her. Are you fun to refer?
The next time that you think, “My BNI chapter is not working for me” ask yourself,
“Is there any other educational opportunities that I can take advantage of? Have I spent enough time developing my relationships? Have I said “Thank You” ?
Best of Networking
Hazel M. Walker
I find myself asking why? What makes the real difference between those whom are doing well, and those who are not, here are some of the things I have found.
Education – Those people in life and business, who are extremely successful, never stop learning. They are always trying to find new ways of doing things. They understand that even when they think they know it all, there is always something new to learn and try. They not only learn it, they implement it. They also understand that they are responsible for educating their fellow members as well as being educated during one on one’s.
Time – the highly successful members have a very clear understanding that it takes time and commitment to build trust and understanding with fellow members that will lead to the high level of referrals that Tim and Erica are passing. They understand that Trust cannot be rushed, and that dollar for dollar the longer they are a member of their chapter, the higher the return on their membership. Most members don’t put in the time that it takes to build those relationships.
Gratitude – Deb and Erin don’t forget to thank one another, no matter how many referrals that Erin gets from Deb, her referral partner, she never forgets to show her gratitude and appreciation for the work that Deb has done on her behalf. This makes Erin FUN to refer to. When was the last time that you got a referral from a fellow member, closed the deal, and the very most you did was drop a “Thank You” slip into your chapter basket? Did you send a little gift? Did you write a note? Remembering to say thank you will inspire members to refer you again. I have a referral partner who always gives me a Starbucks Card when I refer her, even when the deal does not close. I love referring her and always have my ear open for her. Are you fun to refer?
The next time that you think, “My BNI chapter is not working for me” ask yourself,
“Is there any other educational opportunities that I can take advantage of? Have I spent enough time developing my relationships? Have I said “Thank You” ?
Best of Networking
Hazel M. Walker
Saturday, February 16, 2008
$208 million and nay sayers.
One of the things that sets BNI a part from other organizations is the systems that we have in place for tracking. We track everything, attendance, lates, substitues, guest, visitors, one to one meeting and Gross value of a closed referral. This year the central indiana chapters of BNI closed $208 million dollars of business. That is GROSS sales. That is impressive. Now in my head if I estimate that on average most people have about a ten percent profit margin that still equals $20 million is NET.
$208 million makes an economic impact. In Munice, 3 chapter did $40 million, that makes an impact on their local economy in a very positive way, its business that stayed in Munice.
Once I published these numbers we immediately began to get Nay Sayers. Well that is Gross, or that is from the Real Estates and Mortgages, and blah blah blah. here is my question...........So What?
Most compaines report their gross sales, most professionals are responsible for reporting the monthly gross to their bosses. Most restruraunts report gross receipts at the end of the day. A million dollar real estate agent......is that net or gross and is it really any less impressive.
Congratualtions CENTRAL INDIANA BNI Chapters. Job well done, and with the economy the way it is..........let's do it again.
Hazel M. Walker
Executive Director
BNI Central Indiana
$208 million makes an economic impact. In Munice, 3 chapter did $40 million, that makes an impact on their local economy in a very positive way, its business that stayed in Munice.
Once I published these numbers we immediately began to get Nay Sayers. Well that is Gross, or that is from the Real Estates and Mortgages, and blah blah blah. here is my question...........So What?
Most compaines report their gross sales, most professionals are responsible for reporting the monthly gross to their bosses. Most restruraunts report gross receipts at the end of the day. A million dollar real estate agent......is that net or gross and is it really any less impressive.
Congratualtions CENTRAL INDIANA BNI Chapters. Job well done, and with the economy the way it is..........let's do it again.
Hazel M. Walker
Executive Director
BNI Central Indiana
Thursday, February 14, 2008
Did you say thank you?
You get referrals from the people in your business network, social network, or family network. That referral turns in to closed business. Did you thank remember to thank them? I don't mean the quick email or voice mail that says hey, that referral closed, thanks for thinking of me. I mean a way of showing your gratitude that goes beyond that.
In BNI members think if they turn in the little Green Thank You with the GROSS sales amount on it that is Thank You enough. Really, all that amounts to is the ability for the chapter to track how much money the chapter has generated in Gross Sales and who is bring quality referrals.
I recently gave a very nice referral to an insurance agent. This referral has turned out to be very lucrative and may turn into more referrals down the road. That Agent took the time to find out what I liked and where I liked to shop. He then went out and bought me a Gift Card to my favorite Dress Shop. I was thrilled, excited that he really took the time to thank ME not the same way has he thanks EVERYONE. Do you think that I am on the look out for more great busness for him?
Even if he never gives me another gift, the very fact that he took the time to learn about me makes me want to help him.
On the other hand, I gave referrals to two other people that closed and both were equally lucrative deals, one sent me an email saying thank you and one sent me a coupon for a free sunday at an ice cream place.
Which of the three do you think will ever get my referrals again?
Here are some tips on thanking your referral sources that will leave them inspired to help you..........
1. Find out what your referral sources like, their hobbies, their collections, music, travel, family, what are those things that they enjoy not related to work.
2. Thank the person appropriate to the referral. If I send you a referral for a $100 deal then I would be happy with a note card saying thank you so much and a request of how you might be able to help me. On the other hand if I send you a referral that is a $200,000 deal then I would expect you to send a more appropriate thank you.
3. Do it promptly, when the deal is done say thank you right away.
4. Make it a habit, if you want your best referral sources to continue to send you business make it a habit to thank them.
Are you inspiring others to want to help you?
Hazel M. Walker
Referral Strategist
In BNI members think if they turn in the little Green Thank You with the GROSS sales amount on it that is Thank You enough. Really, all that amounts to is the ability for the chapter to track how much money the chapter has generated in Gross Sales and who is bring quality referrals.
I recently gave a very nice referral to an insurance agent. This referral has turned out to be very lucrative and may turn into more referrals down the road. That Agent took the time to find out what I liked and where I liked to shop. He then went out and bought me a Gift Card to my favorite Dress Shop. I was thrilled, excited that he really took the time to thank ME not the same way has he thanks EVERYONE. Do you think that I am on the look out for more great busness for him?
Even if he never gives me another gift, the very fact that he took the time to learn about me makes me want to help him.
On the other hand, I gave referrals to two other people that closed and both were equally lucrative deals, one sent me an email saying thank you and one sent me a coupon for a free sunday at an ice cream place.
Which of the three do you think will ever get my referrals again?
Here are some tips on thanking your referral sources that will leave them inspired to help you..........
1. Find out what your referral sources like, their hobbies, their collections, music, travel, family, what are those things that they enjoy not related to work.
2. Thank the person appropriate to the referral. If I send you a referral for a $100 deal then I would be happy with a note card saying thank you so much and a request of how you might be able to help me. On the other hand if I send you a referral that is a $200,000 deal then I would expect you to send a more appropriate thank you.
3. Do it promptly, when the deal is done say thank you right away.
4. Make it a habit, if you want your best referral sources to continue to send you business make it a habit to thank them.
Are you inspiring others to want to help you?
Hazel M. Walker
Referral Strategist
Saturday, November 17, 2007
Is anybody listening?
Statistically it is shown that most people only listen to something for about 30 seconds before their minds begin to wonder. They begin to think about things like; what's on their to do list; when is lunch served; what issues they are having back at the office and so forth and so on.
Companies spend millions of dollars to fashion commercial sound bites that will be heard by the public in 30 seconds or less with the hope that they well be remembered tomorrow.
Every week BNI members do exactly the same thing. They stand in front of a room full of business professionals and give a 30-60 second sound bite, teaching their members how to find business for them, how to recognize a good referral or who they are looking for a connection with. But, is anyone listening to those request? Here are three reasons that many people don't listen to the person asking for the referral.
1. Lack of preparation. Members don't bother to plan what they are going to ask for or what they are going to say. They WING IT!
2. Lack of clarity. members do not know what what it is that they really want.
So they stand and say things like, anybody who needs my services, somebody who wants to do business with me, everybody is a good referral for me.
3. Asking for the same thing every week, until members begin to tune them out.
If you see yourself in any of these 3, you may want to talk to your local director about helping you. Tools such as the networking funnel are a great way to get focused.
Happy networking........
Hazel M. Walker
Companies spend millions of dollars to fashion commercial sound bites that will be heard by the public in 30 seconds or less with the hope that they well be remembered tomorrow.
Every week BNI members do exactly the same thing. They stand in front of a room full of business professionals and give a 30-60 second sound bite, teaching their members how to find business for them, how to recognize a good referral or who they are looking for a connection with. But, is anyone listening to those request? Here are three reasons that many people don't listen to the person asking for the referral.
1. Lack of preparation. Members don't bother to plan what they are going to ask for or what they are going to say. They WING IT!
2. Lack of clarity. members do not know what what it is that they really want.
So they stand and say things like, anybody who needs my services, somebody who wants to do business with me, everybody is a good referral for me.
3. Asking for the same thing every week, until members begin to tune them out.
If you see yourself in any of these 3, you may want to talk to your local director about helping you. Tools such as the networking funnel are a great way to get focused.
Happy networking........
Hazel M. Walker
Thursday, September 13, 2007
How long does it take?
How long does it take to build trust and get referrals? I am ask this question almost daily, and my answer is always the same. You get referrals when people trust you and you have spent the time it takes to teach them how to refer you.
So how long does it take to build trust? As long as it takes! But there are things that you can do to help the process. Schedule one to one meetings and get to know each other outside the meeting. Learn about the other persons family, their business, what kinds of referrals they are looking for, how they want to be introduced, their goals, and what an ideal referral for them would be.
Make sure that you do what you say you are going to do. It is better to under promise and over deliver.
It take time to build trust, but it only takes a second to destroy it.
Hazel M. Walker
So how long does it take to build trust? As long as it takes! But there are things that you can do to help the process. Schedule one to one meetings and get to know each other outside the meeting. Learn about the other persons family, their business, what kinds of referrals they are looking for, how they want to be introduced, their goals, and what an ideal referral for them would be.
Make sure that you do what you say you are going to do. It is better to under promise and over deliver.
It take time to build trust, but it only takes a second to destroy it.
Hazel M. Walker
Wednesday, September 12, 2007
Givers Gain........not just a slogan
Givers Gain is not just a slogan that BNI dreamed up, it is the fundamental value of BNI. Givers gain, it's what your mother taught you. Do unto others as you would have others do unto you. If you want a referral, give a referral.
Gandhi said,"Be the change that you want to see in the world." Again, if you want to get a referral you have to give a referral. I recently had this conversation with one of our BNI members. He was frustrated because another person in the chapter who should be a great source of referrals for him was not giving him any referrals at all. When I ask the inevitable question, "How many referrals that converted to business have you passed him this year." His response was surprisingly, none. Then whats the complaint, you give to get.
When you think BNI is not working for you, stop and take a look at your level of participation. Are you passing referrals? How many have you passed in the last year and to whom did you pass them? Did they convert to business or were they just paper?
Remember, you have to give to get, its called, GIVERS GAIN.
Good Networking,
Hazel M. Walker
Executive Director
Gandhi said,"Be the change that you want to see in the world." Again, if you want to get a referral you have to give a referral. I recently had this conversation with one of our BNI members. He was frustrated because another person in the chapter who should be a great source of referrals for him was not giving him any referrals at all. When I ask the inevitable question, "How many referrals that converted to business have you passed him this year." His response was surprisingly, none. Then whats the complaint, you give to get.
When you think BNI is not working for you, stop and take a look at your level of participation. Are you passing referrals? How many have you passed in the last year and to whom did you pass them? Did they convert to business or were they just paper?
Remember, you have to give to get, its called, GIVERS GAIN.
Good Networking,
Hazel M. Walker
Executive Director
Sunday, July 01, 2007
I Got a Referral Today Now What?
You get a referral from a fellow BNI members, what should you do?
1 Put in in your card fie and rush out of the meeting.
2 Say thank you and try to follow up.
3 Schedule time to speak to the person who referred you.
I hope you chose 3! Schedule time to meet with or speak to the person who just passed you the referral. Ask a few of the following questions;
Have you spoken to this person and are the expecting my call?
Are they expecting my call?
When would be the best time to call them?
Is there anything about the client that I should know about?
Is there anything else that you can tell me?
Now you are prepared to follow up on that referral.
Hazel M. Walker
BNI-Central Indiana
Executive Director
1 Put in in your card fie and rush out of the meeting.
2 Say thank you and try to follow up.
3 Schedule time to speak to the person who referred you.
I hope you chose 3! Schedule time to meet with or speak to the person who just passed you the referral. Ask a few of the following questions;
Have you spoken to this person and are the expecting my call?
Are they expecting my call?
When would be the best time to call them?
Is there anything about the client that I should know about?
Is there anything else that you can tell me?
Now you are prepared to follow up on that referral.
Hazel M. Walker
BNI-Central Indiana
Executive Director
Thursday, June 28, 2007
Help the Competition just walked in the room!
The competition just walked into your BNI Chapter meeting......what should you do?
a. Tell them they need to leave since you already have someone in that seat.
b. Slam the door and act like there is no one at home.
c. Welcome the guest, introduce them around the room and thank them for visiting.
I certainly hope that you chose C. When someone joins a chapter they have the exclusive right to that membership, their competition cannot join, but they are allowed to visit the chapter. After all, they may want to start a chapter of their own or just see what BNI is all about.
Competition is really just an opportunity to Collaborate. When I was an insurance agent I received a great many of my referrals from my competition. I wrote policies that they did not and they were able to take care of those clients that I could not. I turned out that what looked like a competitive relationship at the beginning was really a great referral relationship.
Besides, what are you afraid of? Do you really believe that your members are going to give referrals to a complete stranger while you are an active member in the chapter? If you are worried about that ask yourself why? Do you not believe that your members like you and trust you? Have you not been building strong relationships with your members? If a referral does get passed to your competitor, stop and ask yourself; Why? What do I need to do or what have I not done?
It all starts with you, build stong relationships and never worry about the competition.
Hazel M. Walker
Referral Marketing Strategist
a. Tell them they need to leave since you already have someone in that seat.
b. Slam the door and act like there is no one at home.
c. Welcome the guest, introduce them around the room and thank them for visiting.
I certainly hope that you chose C. When someone joins a chapter they have the exclusive right to that membership, their competition cannot join, but they are allowed to visit the chapter. After all, they may want to start a chapter of their own or just see what BNI is all about.
Competition is really just an opportunity to Collaborate. When I was an insurance agent I received a great many of my referrals from my competition. I wrote policies that they did not and they were able to take care of those clients that I could not. I turned out that what looked like a competitive relationship at the beginning was really a great referral relationship.
Besides, what are you afraid of? Do you really believe that your members are going to give referrals to a complete stranger while you are an active member in the chapter? If you are worried about that ask yourself why? Do you not believe that your members like you and trust you? Have you not been building strong relationships with your members? If a referral does get passed to your competitor, stop and ask yourself; Why? What do I need to do or what have I not done?
It all starts with you, build stong relationships and never worry about the competition.
Hazel M. Walker
Referral Marketing Strategist
Thursday, April 05, 2007
Investing in your Network
To build a stong house you have to spend your money in a strong foundation. It is not the prettiest part of the house, but it is the most important part of the house, if you don't spend the money and take the time to build the foundation, the house collapses.
The same holds true with when you are building your network. A stong network is built on trust and trust takes time. You can't use money to build trust and trust is the foundation of a strong network.
Many people join BNI chapters, they believe they can spend their money to join and as soon as they do, the network will begin to pay off. But, they have spent no time building a foundation of trust and credibility.
As a member yoiu should consider the first 6-12 months as the time it takes to build your foundation. To build the trust and credibility that it takes to get your fellow members to refer their best clients and contacts to you.
Here are a list of things that you can do to build a strong foundation.
1. Take advantage of all of the educational opportunities offered
2. Spend time doing one to ones with your fellow members. Learn about them and
their businesses.
3. Give a referral when you can, practice Givers Gain
4. Ask the leadership team how you can help serve
5. Bring Visitors, they help to build everyones business
6. Make sure that if you get a referral, you make the person referring you
look good.
7. Spend time developing your sales manager minute.
8. Know who you want as your next customers and ask.
9. Make sure your first 10 minute showcase teachs your members who your customers
are as well as who they are not.
10. Teach your members how to refer to you.
Make the time investment to build a stong foundation the first year and the referrals you get in the second year will be better qualified and have a higher value. Remember, trust takes time and trust is the foundation of a strong network.
Happy Networking
Hazel M. Walker
Queen of Networking
The same holds true with when you are building your network. A stong network is built on trust and trust takes time. You can't use money to build trust and trust is the foundation of a strong network.
Many people join BNI chapters, they believe they can spend their money to join and as soon as they do, the network will begin to pay off. But, they have spent no time building a foundation of trust and credibility.
As a member yoiu should consider the first 6-12 months as the time it takes to build your foundation. To build the trust and credibility that it takes to get your fellow members to refer their best clients and contacts to you.
Here are a list of things that you can do to build a strong foundation.
1. Take advantage of all of the educational opportunities offered
2. Spend time doing one to ones with your fellow members. Learn about them and
their businesses.
3. Give a referral when you can, practice Givers Gain
4. Ask the leadership team how you can help serve
5. Bring Visitors, they help to build everyones business
6. Make sure that if you get a referral, you make the person referring you
look good.
7. Spend time developing your sales manager minute.
8. Know who you want as your next customers and ask.
9. Make sure your first 10 minute showcase teachs your members who your customers
are as well as who they are not.
10. Teach your members how to refer to you.
Make the time investment to build a stong foundation the first year and the referrals you get in the second year will be better qualified and have a higher value. Remember, trust takes time and trust is the foundation of a strong network.
Happy Networking
Hazel M. Walker
Queen of Networking
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