Friday, August 27, 2010

Networking Goes Beyond Dollars and Cents...

Every member who ever belonged to any structured networking group will evaluate whether it is worth it to continue their membership at some point. How often have you ever heard anyone say:
  • "I don't know if I'm getting any value here."
  • "I don't get enough referrals or the ones I do get are really bad."
  • "I don't like the structured meetings. They're boring."
  • "I'm the only one in my chapter doing anything right."
  • "What do I really get for my networking dues?"
  • "I give referrals a lot and rarely does anyone ever help me."
I'm sure there are other common themes you will hear from people, but those are some of the ones I hear about the most. Let me respond to each one individually:

  • "I don't know if I'm getting any value here."
    I usually respond with 'what value are you providing to others?' Do you attend regularly, give to others, visit more chapters than just your own, go to socials, go to area wide luncheons to meet others, routinely mention your networking group to your own clients/prospects? If you are doing all those things and still do not believe you are getting value in return, then you have a legitimate point. Otherwise, you're just reaping what you are sowing.
  • "I don't get enough referrals or the ones I do get are really bad."
    What kind of referrals are you giving to others? If the quality of your referrals aren't good, then maybe that is why others do not feel compelled to refer back to you. Also, do you let others know when they give you a bad referral? If you do not let them know, you may just get more of the same.
  • "I don't like the structured meetings. They're boring."
    The structured meetings serve more than one purpose. If you have guests every week ( and you should) the structure is on display to let them know how organized and professional your chapter is and that you're serious about helping each others' businesses. It also adds a level of accountability that helps to keep the chapter on track with its goals throughout the year. The structure is not about 'members' as much as it is about the 'guests'.
  • "I'm the only one in my chapter doing anything right."
    Rarely is this ever a true statement. It often times is used as a way to justify dropping out of a chapter. If it is true, then find a chapter that takes things more seriously! Don't give up on networking altogether.

  • "What do I really get for my networking dues?"
    You have access to hundreds of business professionals in the networking organization, you have the opportunity to stand in front of other business people every week to promote your business, you improve your public speaking skills, etc. It really does reflect the 5 primary benefits of AmSpirit Business Connections:
  1. Generating opportunities for new business
  2. Improving the scope and quality of your network
  3. Acting as a resource for your clients
  4. Enhancing your communication skills
  5. Giving you the satisfaction of helping others succeed
  • "I give referrals a lot and rarely does anyone ever help me."
    Never, ever, should you keep score. I keep score only to see how many referrals I can give to others each year. I compete with myself from the previous year. Naturally, we're drawn to people who reach out to help us. But anyone who feels that 'I won't refer to him/her because they've never referred to me' will never be successful at networking.
So that's it! The next time you hear anyone make statements similar to the above, try coming back with any of these responses. But do it in a nice way, not in a condemning fashion. Most everyone wants to do well and care about others, they just need help along the way to learn how to do it the right way.