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How are you networking to gain leads?
Trade Shows? Chambers?Networking Groups? Civic Organizations? Social Media? Charity Events? Other?
Best Answer
- Recommended by:
- Chad Massaker,
- Andy Salmon
There is a restaurant in Athens, GA just down the road from you. It is called Speak Easy. Great place for wine and topas. Check it out! The owners name is Pat.
- Recommended by:
- Chad Massaker
Groups are only one part of successful networking, but I agree are an important way that I use to expand my network. But unless a persont takes a very active interest over time in a group, most persons met will not be remembered well enough to form a useful network contact. I like to see people take advantage of persons already known and they did not realize could be network contacts. Also persons that they do business with can be sources of leads. The reason for the data base is to enable successful management of all these folks.
- Recommended by:
- Chad Massaker
Trade shows is an excellent method of gaining leads because it allows you to meet hundreds, maybe thousands of people under one roof who may be interested in your products or service. Social media and trade show can work hand in hand also. Many exhibitors are "tweeting" or "facebook-ing" before and during the event to let their followers and fans know when and where it will be, as well as the activities going on at your trade show booth. This will allow you to expand your target audience and meet more of them face-to-face.
I am in the Ambassador program for the Metro Atlanta Chamber. This allows me to meet with new chamber members under the guise of new member orientation. I have only been doing it a year and ended up partnering with a company that helped us secure a managed IT services agreement worth about $97k per year with a small $30k CapEx project on the front end. They will be one of, if not our biggest clients ever. I was also a top 5 finalist for their Metro Atlanta Small Business Person of the Year program, which provided a lot of news exposure for me and my business. (If you go to www.carceron.net and watch the video on the home page, that was produced for the award ceremony by the chamber - for free).
I am a member and director of a program called Corporate Connections. If you have ever heard of BNI, this is a spin off program. In a nut shell, it's a closed contact business development group designed for strictly B2B players (we don't allow B2C or MLM people to join). You also have to have 5 years of industry experience and clients with an average annual revenue of $10 million or more. This program has generated just under $1 million of recurring revenue for me in about 3 years. It's not in all markets (GA, NC and Canada) just yet because BNI has not officially acknowledged the program.
Corporate Connections Site: http://www.referrals4life.com/corpconnect/
My Corporate Connections Chapter Web Site: http://www.synergyatl.com
Finally, I started a very informal networking group for B2B execs and business owners called Speakeasy. I like to network in a less structured more intimate way, preferably over a bourbon and cigar - which is what this group is all about. I run the group out of a cigar bar call Prohibition - a very upscale bar setup like an old Prohibition-era Speakeasy, complete with a secret entrance - a telephone booth that serves as the door if you know the right phone number to dial. We have only had 2 events, but I got a lead from the first one that I expect to close March 1 worth about $18k in annual recurring. http://www.speakeasyatlanta.biz
Regarding Civic/Charity: I was party of Marietta Kiwanis for many years (largest Kiwanis club in GA at the time - might still be). I made a lot of great connections from there. I have also served on numerous non-profit boards. The trick to making board service work, is finding a non-profit that you care about with board members that you want to connect with. Connecting to prospects through civic orgs and charities is a very easy to quickly build rapport which can lead to sales. This is my current project: http://www.kennesaw.edu/arts/flourish_luncheon/
I try to steer clear of general networking groups and clubs as well as business associations as most of those seem to be comprised mostly of smaller players.
I agree Rick. "Givers Gain" and all that. I was just tying to answer his subtext:
"Trade Shows? Chambers?Networking Groups? Civic Organizations? Social Media? Charity Events? Other?"
... with specific examples of what I do as I assumed that was what he was looking for.
Rick,
To you point of "taking active interest" - I totally agree. I usually do this by taking some kind of leadership role in whatever group I am in.
Regarding DB management after you network! Totally! I actually manage much of my connections through Social Media (Linkedin & FaceBook) using lists. I also make it a point to connect to people I meet via the social mediums within 24 hours.
Social Media is extremely important to enhancing, reinforcing and extending your real world networking activities.
@Krstin: Agreed. I don't work the trade show angle nearly enough. I plan to rectify that this year.
Networking can and should be in in specific ways to "get to the marrket segements and people you need to get to"
Social Media is under used and is highly effective; certainly trade shows, chairty events, social functions,warm referrals,even cold calls are all excellent approaches but one must be specific in what they want to get out of the Network process, a name,a referral,a conversation to gain info from a front line person, meet and greet the decision maker/sponsor etc. How you go about this is crucial, have you made calls and appointments to meet at an event/function/trade show, are you hosting an event,have you sent handwritten notes, complied a list of who will attend if possible where you are going, do you know what to say and how to say it, do you just want business cards to follow up on later? All this and more will help you spend your time effectively
I have observed through the years that the best networking efforts come from involvement in and affiliation with the organizations and interest groups that most align with a networker's personal interests and passions. If you have a special hobby or interest, whether it is music, arts, government, a particular industry or city, and you devote time and attention to giving to that effort, you demonstrate the value that you can bring to affiliates or people in the groups or to people those people know. At the same time, you get to make contributions that provide fulfillment. A dear friend who I met through such an avenue, calls them "2fers." For example, a principle in my firm is a cave diver and participates with an organization in a meaningful way in that realm. His networking through that passion is amazing and has added benefits in relating stories from his exploits to challenges in business in ways that make his message more intriguing. Many people who would never go cave diving enjoy hearing the stories and will happily listen to the harrowing stories with great interest.
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Related Activity
The above answers are helpful but do not provide principles that can be followed to become an effective networker. This is a topic worthy of a longer discussion than is allowed by the Focus rules, but I offer a few principles and tactics that I follow that should be helpful.
1. Keep a data base of people you know and have met everywhere. I use a product called Act by Sage. Having a data base is critical to knowing and cataloging contacts and effectively managing them.
2. Everyone you know can be a network contact. This includes professions such as lawyers, accountants etc., but also former employees of companies where you worked, people you know from church and community groups, government employees. Each of these people know other people and can introduce you to others where you have a business interest. In your data base, keep a record of each person and what you have done, and will do with them.
3. Be out and about to meet new people. This can be in community work, educational forums and the like. Record them in your data base.
4. If a new person is someone that you think will be especially helpful, get to know the person better over lunch or coffee. Solidify your contacts through personal meetings and keep in touch with them. They should know your business interest and how they can help.
5. Be a networker for others as who goes around comes around. Help others find jobs, in community activities, locate consulting work or whatever. It will be appreciated and in time come back to you. Help others as best you are able asking nothing in return.
6. Don't be ashamed that you are networking. In today's business environment, it is expected and shameless and others are doing this to you. Take advantage for yourself.
7. Set networking goals both in meeting new people and keeping in touch with those that you have previously met. In my experience, leads can come from almost any person in any position, so don't be too choosy.
8. Practice, Practice, Practice...skill comes from doing. Ask others what they do and works for them, see what works for you. Be able to describe your business and interests quickly and effectively.