This article is a must read if you are looking to develop your network!
When developing your network, it is all about the trusted relationships that you create within your system. These business relationships are very very valuable and they skyrocket your credibility within the network and your business community. When asked to have a BNI one-to-one, it is not the time to launch into a sales pitch with the person across from you. The problem with most networking is that they become face to face cold calling events.When you are in a BNI one-to-one, you deepen a business relationship with a potential source of referrals and possibly a future client. You are in the process of building a new, trusted business relationship. Rather than being interested in your products, take this time to be interested in the person in front of you.
To grow your business by referral, it begins with proactively doing one-to-ones with other business professionals. To get the most of a quality BNI one-to-one, you have to be willing to take the time needed and to approach this as an opportunity to help or serve the other person.
Here are the 3 critical components to building strong, trusted relationships:
- Search for commonality, use the I in GAINS to start conversations and find the other person’s passion. It is also the place where you often see things in common. You can read more about the GAINS profile here:Want to GAINS More Referrals? 5 Simple Things to Ask at Your Next One-to-One
- Learn how you can support them, what are they trying accomplish in their business and their lives, and what are their goals. If you understand the goals you are each trying to achieve, you will help one another meet those goals quicker.
- Learn to ask deeper questions and then listen, talk less, and take notes.
- Use the G and I in GAINS to ask open-ended questions.
- This connection takes more than 15 minutes and more than one meeting in your first meeting. Plan to spend 1 hour with 30 minutes sharing interests and goals on each side.
- Set a date for your next one-to-one, do this regularly taking the relationship to higher levels of trust.
Five Topics To Discuss
- Tell me about your future goals and how I can help you.
- Tell me about some of your proudest achievements.
- Tell me what you are interested in when you are not working.
- Do you have a favorite place to connect and network with other businesses?
- What is the one thing I can do to help you?
- Watch your time; make sure that both of you are sharing, don’t a one-to-one hog.
- Be proactive and them “how can I help you achieve your goals”
- Have a pen and paper out (technology works to) and take notes.
- Make a note of anything you committed to doing to support them. Be sure to do it.
- Follow through, and before you leave each other, book another one-to-one in the future.
- You have to invest in a relationship before you can withdraw from it.
- Give a lead, connections, information before you part ways.
- Follow up with each other after the meeting.
- Be 5-10 minutes early to the meeting.
- Share the talk time so that both of you get to share.
- Do not pitch your products or your business.
- Put your phone away and show that the other person is the priority.
- Be authentic, this is not a job interview.
- Follow up and follow through.
- If you cannot make the meeting call be sure to call and give your partner advance notice.
- No show and being late is harm to your credibility not just with the person but within your community.
Remember that creating a strong network relies on the relationships you build in that network, because it is time you invested that reaps the rewards!
There are few women better at building a global network than Hazel Walker. Renowned for her straight talk and no-holds-barred approach, Hazel is a globally sought after speaker.
This Walker This Way video talks about how to network the right way!