Business to Business Networking vs Small Business Networking

Referral groups do not seem to work well for some industries. If you are a business sales person, who calls on other businesses, instead of the individual consumer or individual business owner, a Business to Business Network Referral Group is probably a great way for you to increase your sales. 

I never truly understood the power of networking until we first started our Business to Business networking group program back in 2004.  Until then I was familiar with the typical Small Business Networking group.  I’d even been a member of our largest competition organization in the past…..twice. You always have the residential realtor and the lender, along with an insurance agent, a MaryKay cosmetics representative, chiropractor, etc.  Initially people do pass leads…..everyone enjoys the weekly meetings….well, at least in i Take The Lead Networking Referral Groups.  However, too often in a Small Business Networking group, once everyone is done doing business with the other members, the referrals dry up. Because the decision makers generally are not part of the Business to Business Network Group, the members are forced to bring in outside referrals. 

Here are some tips to keep in mind if you want to have success in any referral group:

• Get Clear on who your target market is
• Learn how to educate your Business to Business Network partners the best ways to send referrals to you
• Be sure to follow up with referrals quickly
• Thank the person providing the referral
• Let the others know you have followed up quickly and thoroughly
• Bring value to the team

Referral groups are a great way to increase your sales, but bear in mind that the purpose is to share referrals, not to sell to each other.  Keep in mind that Networking is NOT the same thing as Selling

Happy New Year! 2011 is finally here!  And you want to increase your business and/or your sales.  So how do you go about doing that?

If Networking is NOT about Selling, then what good is it?  Here are some ways to gain from networking:

Power Partners - By joining a referral group (i Take The Lead is just one of your options http://www.itakethelead)  you will meet others you can classify as your Power Partners. These are professionals/businesses who call on the same clients as you. Having Power Partners can lead to Joint Ventures.  This can be a very effective way of duplicating  your efforts.

Referrals – Networking is a great way to get referrals, in addition to providing them. Want to be your clients hero? Refer them to someone you know, like and trust, who can solve their biggest problems.

Public Speaking – Many events/referral groups have a 10 minute spot where members take turns to making a presentation to the group.  You have the opportunity to build up your skills by practicing first with your 60-second commercial every weeki.  This is an excellent way to practice your speaking skills in a supportive environment.

This last week, I had the opportunity to hear one of i Take The Lead Portland’s most popular Special Guest Speakers: Dotty Scott.  Dotty has a knack for taking a complicated subject and making it easy for us non-techies to understand.  This particular presentation provided some great tips on Blogging for Business.

She’s is one of my favs!!  Shy, introverted, and one of the best networkers I know, Dotty took a part-time business and has successfully built it into a thriving, full-time enterprise!  Premium Websites http://www.premiumwebsites.net  The best part? Dotty did this by networking in person as well as by using Social Media sites, such as Facebook and Linked In!!

James Klingensmith, owner of i Take The Lead Colorado http://www.itakethelead.com was vising us all here in Portland this last week, from Denver.  He LOVES to network and truly understands the value and how to make it happen!  As a matter of fact, he has his own radio blog show, that I’m going to listen to this week.

This week on this radio show, James will be interviewing  Jodi Tripp – No More Naked Phones http://www.nomorenakedphones.com  

Tuesday, October 12th at 2:00 PM PST

James says: “We want to learn more about your business, so today we will take your calls ON AIR. We will also answer your tough networking questions.

As you might know iTTL is the fastest growing referral organization in the Denver, Seattle, Rogers AR Metro Areas.

We are dedicated to promoting your business. Get your questions ready and Call in.”

Here is the Call in Number: (347) 934-0911

Listen in here is the link…

http://www.blogtalkradio.com/itakethelead/2010/06/15/networking-101

Are you likable ? You may have great knowledge and be fully capable in your industry, but if others do not like you, they will not refer to you.  Some simple tips on becoming more likable may help you put the pieces of the puzzle together:

• First impressions are lasting impressions. Always put your best foot forward. Yes, dressing appropriately, wearing deodorant, bathing, and using mouth wash are suggested acts for leaving a positive lasting impression.
• Be interested in others.
• Listen. Are you busy thinking about what you’re going to say next, or are you actually listening?
• Ronnie Noize, Google’s #1 Marketing Coach http://www.VeronikaNoize.com  says that Networking is about connecting and serving. Connecting others is a great way to be of service. Those can be some of the most powerful referrals.
• Never, ever, ever confuse networking with selling. No one likes to be sold.

A wonderful woman I met at a meeting I spoke at (Sellwood B2B) on Effective Internet Marketing You Can Do Yourself for Free mentioned when we spoke again that she hadn’t been able to attend recently because she felt she had to choose between clients and a networking group, and what follows is what I wrote back to her hours later when the comment resurfaced in my mind – that she said she greatly appreciated.  Becky asked me to post it because it has some very good points about networking – and the one at the end has been one of my secrets to success for my business!

“You commented earlier about weighing priorities as in clients vs the network groups, and it just popped in my head again, but I think the two can and should be complimentary.  But I’m not selling you on networking groups – this is my intuition telling me to email you back and let you know: in networking we work together to bring each other more clients (we are each other’s part time sales force), to foster a better reputation, and to grow personally by surrounding ourselves with like-minded professionals.

I actually have a great group of professionals, a majority of them are quality women, that meet on Tuesdays at noon at Kennedy School McMenamin’s. I have no idea how far that is from you or what your Tuesdays look like, but I think you would be a stand out contributor and find great value in it.  I happened to invite another woman today that may also be a good fit, she’s in payroll which we need – but actually I see you as an ideal fit.

I gave a networking tip today to the group that was EXTREMELY well received and it has worked wonders for me – invite your prospects and clients to the meetings.  How does that serve them and you?  They are able to do business with people at the group, able to receive referrals from the group and they get to hear about you from some of your closest (networking) partners who may also be client’s themselves (as I would).  I personally make it a point to do business with people in my groups so I can give a testimonial as a client.

Just a few cents I hope make sense.”

——————————————

Charles Montgomery

Northwest eSource

(503) 922 – 1446

charles@nwesource.com

http://www.NWeSource.com

I’m quoting myself, how egotistical is that?

A business luncheon should be a retreat from the grind, an escapade of ideas, and an accolade of success stories!”

Becky Loves My Hat

I really enjoyed speaking to the Tigard B2B group yesterday, and what a turnout!  Half of the people there were from other ITTL groups and came out to hear my topic “Effective Internet Marketing You Can Do Yourself for Free!” and the other half came from the post on Meetup.com (if you were there feel free to leave a comment here and on Meetup)… I think we hopefully gained one or two new members to I Take The Lead, specifically one in the Lake Oswego B2B I attend on Mondays, Mr. Church that does OSHA Compliance Programs.  Additionally, Honeymoon and Jerry joined us all the way from Denver’s I Take The Lead franchise and contributed greatly to the conversation.

I Take The Lead Members that were there included: Me, Tom Cochrane, Peter Grote, Jodi Colbert, Norm Baker, Stephanie (Owner of Sezchuan Kitchen), Lisa Lynne, Michael Neuman, Neil Robbins, and our superstar Becky Tengwall herself!  Thanks to everybody for coming out and showing support! 

As promised I did post a lengthy article with the details of the conversation, again on Free Effective Internet Marketing that you can do yourself over on my blog dedicated to supporting I Take The Lead members, Locally-Social.com.  I took some time to add email and RSS subscription buttons as well as links to my Linked In, Twitter and Facebook Profiles.  Please take a few minutes, visit, comment, and add me to your social networks!

One thing I have to mention is that the ClubSport Conference Room is a perfect place for a large meeting… Read more…

It’s not surprising that Sean is also one of the best networkers I know.