PRESENTED BY MARK REBB
The following information has been resourced from the Housatonic Business Alliance training manual as well as 40 years of networking participation and experience. It’s always good to rely on our training and in the spirit of this new baseball season data… take batting practice to improve and sharpen our game.
It may seem simple but perhaps the number one rule to follow is to attend the meetings. Of course, there are times when we are unable to do so whether scheduled or unscheduled absence. However, it is incumbent upon us to ensure we are well represented with a sub when absent. Our networking group has provided lenience to the policy of 6 absences within any six-month rolling calendar. When we are absent and not represented it literally provides a void in the room.
Be early for meetings and network with members and make sure to introduce yourself to any guests before the meeting, which one can’t when we are late. If we are late, we have also missed and or interrupted the Education speaker.
Being prepared is paramount. Use a great tag line and make that a consistent part of our 60 second commercial to reinforce our brand. Let’s also be mindful to change our messaging to keep it fresh and widen our message. For example, in Dorothyann’s recent commercials she focused on the elderly clientele during one commercial and pregnant clientele the next. This technique reinforces the many advantages of doing business with you. Keep your information positive. When we use our time to speak of negative situations in general or about our clients, it dilutes our time and message. Make use of the weekly Agenda to know when your time for Education or Weekly Speaker. Prepare your materials a week ahead of time in case you’re needed to jump in because the scheduled speaker is unable to do so.
Have a schedule of one-on-one meetings. This is both a core principle of our Training Manual and the best way to stay connected with our membership. One-on-one meetings give us an opportunity to continue to learn about how we may benefit each other. My rule of thumb has been to have a minimum of 2 one-on-one meetings each month. That is not a lot when you consider that there are only 24 one-on-one meetings each year. We should rotate whom we have one-on-one meetings with membership. Having 24 only gives time to meet each member for a one-on-one each year.
Give strong referrals. As referrals are the primary reason for joining a networking group let’s make sure they include one or more of the following: A strong hand-off which means to do one of the following ~ set up a meeting with yourself, the member, and potential client; make a phone or Zoom conference call with all parties to make the connection; or send a email introduction with all parties. In each setting you should outline the client’s needs and why you felt strongly that they should meet with the member and use their services. We should go beyond simply mentioning the members’ name to a potential client. Lastly, if we receive a poor referral set up a one-one-one and in a positive manner detail why it was a poor referral and what would make a solid referral in the future.
So, in summary let’s
Be here
Be early
Be prepared
Be positive
Keep our message fresh
Have one-on-one’s often
Give strong referrals