I have personally been involved with networking groups, aka leads groups, since the early 90’s when I created my first member-run group. In 2007, I created NetWorks! Boise which is run as a for-profit business (get the how-to book on Amazon). At one point I had three of these groups but, as I am semi-retired, I scaled that back to the one.
As an owner, I assume all of the functions that would typically be shared in a member-run group. Members are expected to do three things only …
- Attend
- Participate
- Increase their revenues
That’s it! They are not asked or expected to serve in a leadership role. We don’t have committees. I call it a benevolent dictatorship. Two years from now, one of our members will assume ownership and then she will become … the benevolent dictator.
Through the years, I have seen many people come and go. Most who have left did very little to improve their chances for success. This is not a judgment on them, mind you. Networking groups like this are not for everyone. They require work inside and outside of our weekly meetings.
I have been, in the past, a member of a number of such groups and, quite frankly, most were pretty abysmal. Plain awful. Yet, I always made them pay me and pay me handsomely. I practiced certain principles to ensure my success and I am now going to share those with you.
Attend – The only way that your fellow members will learn about you and your services, and become comfortable with both, will be via your consistent attendance.
Display professionalism – Assuming that you want to earn referrals, you must be a professional. Your actions will be noted by others and they will be all that they have to go on as they evaluate whether or not to refer you to their clients.
Bring leads – Givers get. Those who don’t … don’t.
Work the leads – First off, respect member anonymity and always request permission before using a member’s name. If a lead sounds interesting, contact the member directly to discuss it. You may gather more information and you may also be granted permission to use their name. They might even facilitate an introduction!
Refer before asking for referrals – See “givers get”.
Have a great 60 second elevator pitch – Most groups will allow members the opportunity to briefly introduce themselves and their services at every meeting. Be prepared!
Share a success story – Everyone loves a success story! You know what they love even more? A success story that was the result of a lead or introduction that came from a member. A thank you would also be appreciated!
Take every opportunity to present – We always welcome member presentations at our meetings. Surprisingly, getting members scheduled often involves pulling teeth. Let’s say that you have a fear of public speaking. There is no better place to practice your pitch than in front of a friendly audience!
Meet with members offsite and one-on-one – Nothing creates relationships like one-on-one meetings to discuss common needs and interests!
Cultivate power partner relationships – Every group that I have been involved with has included members who I consider to be power partners. These folks are generally involved in similar but non-competing industries. We call on the same types of companies and people. For example, a construction power group might include a general contractor, an architect, and an engineering firm. Work these relationships!
Make your needs known – Keeping them a secret will get you nowhere fast!
Leverage member relationships – Once you have a mutual respect established, and only then, how can you leverage this relationship to get you in front of the opportunities that you need? Remember though. This has to be a two-way street!
Use LinkedIn in conjunction with connected members – Connect with other members on LinkedIn. Then, as you see new opportunities with other folks on LinkedIn, their relationships with your connections, including fellow members, will be revealed!
Now … go forth and network! If you are in the Boise, Idaho area, please be sure to check out NetWorks! Boise!
Craig M. Jamieson
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