NETWORKING - the perfect way to boost your INCOME and more!
by Duncan McAdams

As we have said nearly every opportunity for you to sell your business is part of your marketing mix. A great way to do this is to go see people with a stack of business cards, a great attitude and spread the word that you and your business are special.

It all begins with goal setting and planning what you intend to do once you start networking. Going to a group of like-minded people and standing in a dark corner with your back to everyone is hardly going to do you any good at all. If you make a plan to meet three new people at one gathering and then leave you have achieved your goal. Slowly but surely, with practice, you will be able to work a room quite effortlessly. There are many great books available that can give you great one liners and ice breakers to help improve your technique.

Right, you are armed and ready to go into battle and network like crazy. Where do you go next? There are many groups you can visit in most countries these include:

Chamber of Commerce
Most countries have local Chamber of Commerce that you can join and gain valuable networking experience. You need the energy to go regularly to the various functions and seminars introducing you and your company as positively as you can. This is a test in your confidence and will give you valuable lessons in presenting yourself to many different business people. Take up the challenge and try it for a month to see whether you get results - it's a bit hit and miss but who knows you may find it does help build your business as well as your business self esteem.

BNI (Business Network International)
BNI has many chapters world wide and are made up of 25-35 businesses of different industries that meet once a week to help build each others business. The meetings are structured and the main aim of the game is to give referrals. They advocate that 30 of your BNI peers will know at least a minimum of 10 other businesses outside the group that they can get referrals for you. You would be surprised where a good referral will biome from joining this type of group.

Rotary
Quoting from the international Rotary website is another group that meet regularly to promote business to business networking.

"Rotary is an organization of business and professional leaders united worldwide who provide humanitarian service, encourage high ethical standards in all vocations, and help build goodwill and peace in the world. Rotary club membership represents a cross-section of the community's business and professional men and women."

This is another great way to meet people in business through charitable work.

Other clubs or associations are helpful such as the Lions Club, Toast Masters or your own industry associations. The biggest hurdle to overcome for you or a staff member is going up to a complete stranger and simply chatting to them. If you can do this and do it as often as you can your list of business contacts and successes will grow dramatically. As with most things it's a numbers game.

On a personal note:
BNI has been brilliant for our business as it provided our company with not only an excellent network of new clients but also they have help in many other ways from finding staff to recommending good suppliers. Our total income is now around 60% from BNI members - this means real income. Members become friends and friends do good business.